Sales Development Representative Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Build and lead a high-performing outbound sales development team.

• Own the strategy, execution, and coaching to transform targeted account lists into a qualified pipeline for Account Executives.

• Establish the outbound playbook that includes messaging, sequencing, and prospecting across email, phone, and social platforms.

• Manage a small Sales Development Representative (SDR) pod on a daily basis.

• Hire, onboard, coach, and oversee SDRs with specific targets for activity, quality, and pipeline generation.

• Collaborate with Marketing on inbound lead routing, qualification criteria, and follow-up on campaigns.

• Work alongside RevOps to define and monitor SDR KPIs while maintaining clean and consistent data in Salesforce.

• Segment and prioritize target account lists utilizing Clay and Apollo.

• Coordinate outreach to the investor network through VC and angel partners, reporting on effectiveness.

• Develop tiered account outreach and signal/trigger-based prospecting in partnership with RevOps and GTM tools.

• Handle post-event follow-up for conferences, dinners, and executive briefings.

• Conduct weekly one-on-ones, pipeline reviews, and call coaching sessions using Gong.

• Escalate complex or high-value accounts while remaining actively involved in prospecting.

• Report team performance and pipeline contributions to sales leadership.

• Advocate for AI-driven workflows using tools like Claude for research, personalization, and reporting.

⛳️ Requirements

• 1–3+ years of experience in managing or leading an SDR/BDR team.

• Ideally, experience at a B2B SaaS company selling to enterprise or technical buyers.

• Proven track record in building or scaling outbound pipeline generation.

• Capability to create outbound sales playbooks or programs.

• Strong coaching instincts for calls and sequences.

• Proficiency with Salesforce, Apollo, Clay, Gong, Outreach/Salesloft, or other similar GTM tools.

• Hands-on ability to work with sales tooling.

• Data-driven approach to team management, target setting, conversion tracking, and tactic adjustments.

• Exceptional written and verbal communication skills.

• Ability to convey customer insights to Marketing and Product teams.

• Experience in selling to technical audiences or in incident management/observability is a significant advantage.

• Early-stage or high-growth startup experience is beneficial.

• Familiarity with account-based prospecting targeting large enterprise accounts is a plus.

• Experience collaborating with RevOps on compensation design, territory planning, or lead scoring is advantageous.

• Must meet visa sponsorship requirements to work in the United States.

🏝️ Benefits

• Startup equity.

• Health insurance.

• Fertility benefits.

• Tech setup stipend.

• Flexible time off.

• In-office snacks.

• Team happy hours and outings.

• Annual company offsite.

• Built-in time for cross-team collaboration.