Team Lead, Sales Development

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

📋 Description

• Take ownership of and consistently meet individual qualified pipeline targets along with agreed activity, meeting, and conversion KPIs.

• Create a pipeline through outbound prospecting and follow up on inbound demand, intent signals, and events.

• Connect with senior decision-makers across target accounts via calls, emails, and LinkedIn.

• Conduct research, map, and penetrate enterprise accounts in collaboration with Account Executives.

• Assess opportunities and ensure sales transitions adhere to acceptance criteria with defined next steps.

• Lead by example, showcasing prospecting standards, preparation, resilience, and accountability.

• Translate team objectives into weekly and monthly priorities, track progress, and implement corrective actions as necessary.

• Facilitate daily focus sessions, weekly performance reviews, call coaching, role-playing exercises, and one-on-one meetings.

• Mentor SDRs on discovery techniques, objection handling, messaging, account planning, and multi-threaded outreach.

• Assist with onboarding and continuous development through tailored development plans.

• Oversee leads, contacts, accounts, activities, meetings, and pipeline management in Salesforce.

• Develop and interpret Salesforce reports and dashboards for performance metrics, pipeline coverage, conversion rates, and data quality.

• Construct, test, and refine cadences, task flows, and multi-channel prospecting strategies in sales engagement platforms like Salesloft.

• Promote adherence to processes, routing rules, qualification standards, CRM fields, and source attribution.

• Collaborate with Sales Operations to enhance workflow, data quality, tools, automation, and reporting reliability.

• Analyze performance factors, provide weekly individual and team forecasts, and communicate risks along with recovery strategies.

• Identify trends by representative, segment, channel, campaign, and account tier, translating insights into coaching and process enhancements.

• Evaluate messaging, cadences, and targeting methods, scaling successful results.

• Deliver succinct, evidence-based updates to Sales and Marketing leadership.

• Collaborate with Account Executives, Marketing, and Sales Operations on account management, transitions, lead handling, campaigns, messaging, and funnel conversion.

• Relay prospect feedback, objections, and emerging needs to stakeholders.

⛳️ Requirements

• Minimum of 3 years of proven B2B sales development experience in a technology or SaaS environment, consistently achieving or exceeding pipeline targets.

• Prior experience in coaching, mentoring, or leading SDRs, with demonstrable evidence of enhancing individual or team performance.

• Strong personal history of outbound prospecting, emphasizing cold calling within complex buying groups.

• Technical expertise with sales automation systems and Salesforce, including pipeline management, activity tracking, reporting, dashboards, and data hygiene.

• Proficient in utilizing a sales engagement platform, including cadence management and performance evaluation.

• Strong analytical capabilities, adept at translating funnel and activity data into clear priorities, coaching strategies, and forecasts.

• Proven ability to inspire others, establish high standards, provide constructive feedback, and enforce accountability while maintaining team engagement.

• Exceptional written and verbal communication skills, sound commercial judgment, and confidence in engaging with senior internal and external stakeholders.

• Highly organized, resilient, and adept at balancing personal targets with daily team leadership responsibilities.

• Experience prospecting within enterprise accounts involving multiple stakeholders and lengthy, complex sales cycles.

• Familiarity with identity verification, fraud prevention, cybersecurity, or financial services sectors.

• Experience with LinkedIn Sales Navigator, data enrichment or intent tools, conversation intelligence, and sales forecasting platforms.

• Background in collaborating with Sales Operations on funnel reporting, lead routing, attribution, or enhancements to the sales process.

🏝️ Benefits

• Competitive base salary ranging from $75,000 to $100,000 annually.

• Incentive compensation included in the overall package.