Job Overview
We're hiring a SDR - Team Lead to build and lead our SDR function across both products, SMS-Magic and Conversive. This role is focused on driving outbound pipeline in the US region and supporting field and event-driven sales activities. You'll be responsible for hiring, coaching, and managing a team of SDRs, owning outbound execution, and working closely with sales and marketing to improve conversions across the funnel. You'll also manage inbound SDR activity and support event-based meeting booking, lead recycling, and reporting.
Technical / Functional Competencies
Essential
- 5–8 years of B2B SaaS sales experience, with 2+ years managing SDR/BDR teams
- Proven ability to build and scale outbound SDR teams
- Strong outbound pipeline creation skills, especially for the US region
- Experience working with Salesforce (CRM) and HubSpot (marketing automation)
- Proficient in sales engagement tools like Outreach, Salesloft, or Apollo
- Comfortable managing dashboards, pipeline reports, and performance tracking
- Experience with higher-end SMBs across multiple industries
- Skilled in developing messaging frameworks, sequences, and objection handling
- Strong alignment and coordination experience with marketing and sales teams
Desired
- Familiarity with SDR comp plans tied to pipeline KPIs or revenue contribution
- Experience recycling old leads and creating re-engagement workflows
- Exposure to Salesforce ecosystem events (Dreamforce, World Tour, etc.)
- Comfort coordinating meeting bookings for sales team during events or travel
- Hands-on experience managing inbound SDR activity (including MQL follow-up and routing)
Key Responsibilities
Team Building & Leadership
- Hire, onboard, and scale a team of SDRs across both products
- Create training programs for outbound outreach, qualification, and objection handling
- Set up variable compensation plans tied to pipeline contribution and revenue influence
- Run regular 1:1s, call reviews, and coaching sessions
Outbound & Inbound Pipeline Generation
- Own outbound campaigns and top-of-funnel pipeline for the US region
- Drive meeting bookings and pipeline contribution across SMS-Magic and Conversive
- Support inbound SDR execution for MQL follow-up and form submissions
- Build re-engagement programs for recycling old CRM leads
Sales Support for Events & Field Travel
- Coordinate with field sales reps to pre-book meetings before events or sales trips
- Work with marketing and sales to build event-specific prospect lists and outreach cadences
- Ensure SDR support around sponsorships, conferences, and field campaigns
Collaboration & Alignment
- Partner with Marketing for lead quality feedback, targeting, and messaging
- Work with AEs to define qualification criteria and optimize lead handoff
- Share insights from SDR conversations with Product Marketing and RevOps
Reporting & Process Optimization
- Track SDR KPIs: meetings booked, pipeline sourced, conversion rates
- Manage dashboards in Salesforce and HubSpot
- Continuously improve playbooks, messaging, and workflows
Key Result Areas (KRAs) & Metrics
- Meetings Booked: Qualified meetings scheduled per SDR per month
- Pipeline Sourced: Pipeline value generated by SDR team (attributed in CRM)
- Conversion Rates: Outreach-to-meeting, MQL-to-SQL, and SQL-to-opportunity rates
- Ramp & Hiring: Time to hire and ramp new SDRs
- Recycled Leads: Contribution of recycled/old leads to pipeline
- Event Support: Number of meetings booked before or during key events
- Compensation-Linked KPIs: Variable compensation tied to SDR team's pipeline and influenced revenue
