Sales Development Team Lead

What You Will Do (Essential Responsibilities)

Individual Pipeline Generation:

• Own and consistently achieve an individual qualified pipeline target, together with agreed activity, meeting and conversion KPIs.
• Generate pipeline through focused outbound prospecting and timely follow-up of inbound demand, intent signals and events.
• Engage senior decision-makers across target accounts using coordinated, multi-channel outreach including calls, email and LinkedIn.
• Research, map and penetrate enterprise accounts in partnership with Account Executives, creating clear points of view and relevant messaging.
• Qualify opportunities rigorously and ensure meetings passed to Sales meet agreed acceptance criteria and have clear next steps.

Team Leadership and Performance:

• Lead from the front by demonstrating the prospecting standards, preparation, resilience and ownership expected across the team.
• Translate team targets into clear weekly and monthly priorities, monitor progress and take early corrective action where performance is off track.
• Run effective team cadences including daily focus sessions, weekly performance reviews, call coaching, role plays and structured one-to-ones.
• Coach SDRs on discovery, objection handling, messaging, account planning and multi-threaded outreach, using live examples and recorded activity.
• Create a positive, accountable culture that recognizes strong performance, addresses underperformance constructively and keeps the team motivated.
• Support onboarding and ongoing development, identifying individual strengths, skill gaps and practical development plans.

Salesforce, Sales Engagement and Process Excellence:

• Use Salesforce confidently to manage leads, contacts, accounts, activities, meetings and pipeline, maintaining accurate and timely CRM data.
• Build and interpret Salesforce reports and dashboards to track individual and team performance, pipeline coverage, conversion and data quality.
• Use sales engagement platforms such as Salesloft to build, test and optimize cadences, task flows and multi-channel prospecting plays.
• Drive consistent adoption of agreed processes, routing rules, qualification standards, CRM fields and source attribution across the team.
• Identify workflow, data or tooling issues and partner with Sales Operations to improve efficiency, automation and reporting reliability.

Analytics, Forecasting and Reporting:

• Use data to understand the drivers of performance across activity, connect rate, meeting conversion, opportunity conversion, velocity and pipeline value.
• Produce accurate weekly forecasts for individual and team pipeline creation, clearly communicating risks, gaps and recovery actions.
• Diagnose performance trends by rep, segment, channel, campaign and account tier, turning findings into focused coaching and process improvements.
• Test messaging, cadences and targeting approaches using defined success measures, and scale what produces repeatable results.
• Provide concise, evidence-based updates to Sales and Marketing leadership on results, lessons learned and areas requiring support.

Cross-Functional Collaboration:

• Partner closely with Account Executives to agree on account coverage, handoff quality, follow-up expectations and feedback loops.
• Set messaging for key campaigns and targets.
• Partner and coordinate with Marketing and Sales Operations to improve targeting, lead management, campaign follow-up, messaging and funnel conversion.
• Represent the voice of prospects by sharing market feedback, common objections and emerging needs with relevant stakeholders.

What You'll Need (Required Knowledge, Skills & Abilities)

What Would Be Nice (Preferred Experience)