Position Summary
We are seeking an innovative and strategic Sales Development Representative (SDR) Leader for a high-performing outbound and inbound prospecting organization. This role is responsible for overseeing a team of approximately 30 SDRs across 5 business units, driving pipeline generation, developing frontline talent, optimizing performance, and partnering closely with Sales and Marketing leadership to drive business value.
The ideal candidate is a strong people leader with experience managing managers or large distributed teams in a fast-paced B2B sales environment. This individual will own SDR performance, process excellence, talent development, and cross-functional alignment to support company growth objectives with a focus on Data and AI.
Key Responsibilities
Team Leadership & Management
- Oversee a large team of SDRs, including Team Leads across 5 business units.
- Foster a high-performance, accountability-driven culture focused on pipeline creation, collaboration, and continuous improvement.
- Conduct regular 1:1s, team meetings, coaching sessions, and performance reviews.
- Recruit, onboard, and retain top SDR talent while building bench strength.
- Create clear career progression paths and development plans for SDR team members.
Pipeline Generation & Revenue Impact
- Drive outbound and inbound lead qualification efforts to achieve pipeline and revenue targets.
- Monitor team performance against KPIs including:
- Meetings booked
- Sales qualified opportunities (SQOs)
- Pipeline generated
- Conversion rates
- Activity metrics
- Partner with Account Executives and Sales Leadership to ensure smooth lead handoff and pipeline progression.
- Develop and implement scalable prospecting strategies across multiple verticals and business units leveraging AI and automation.
Operational Excellence
- Analyze SDR performance data and identify trends, gaps, and opportunities for optimization.
- Oversee reporting dashboards, forecasting models, and territory alignment strategies.
- Improve workflows, cadences, messaging, and outreach effectiveness using data-driven insights and AI.
- Ensure CRM hygiene and process compliance across the organization.
- Collaborate with Sales Acceleration to improve tooling, automation, and reporting capabilities.
Cross-Functional Collaboration
- Partner with Marketing to align campaign strategy, lead routing, messaging, and target account initiatives.
- Collaborate with Marketing and Sales Acceleration to develop training materials, call scripts, and objection-handling frameworks.
- Support go-to-market initiatives for new products, verticals, and strategic campaigns.
- Act as a key stakeholder in quarterly business planning and revenue strategy discussions.
Coaching & Enablement
- Deliver ongoing sales coaching focused on discovery, objection handling, prospecting techniques, and messaging effectiveness.
- Run call reviews, role-playing sessions, and onboarding programs.
- Identify skill gaps and implement targeted training initiatives to improve performance across teams.
Qualifications
Required
- 12+ years of experience in Sales Development, Business Development, or Inside Sales.
- 7+ years of experience managing large SDR/BDR teams, preferably in a multi-segment or multi-business-unit environment.
- Proven track record of achieving or exceeding pipeline generation targets.
- Experience managing managers, team leads, or geographically distributed teams.
- Strong analytical skills with experience using CRM and sales engagement platforms.
- Excellent communication, coaching, and leadership abilities.
Preferred
- Experience in SaaS, technology, or high-growth B2B environments.
- Familiarity with tools such as:
- Salesforce
- Outreach
- HubSpot
- LinkedIn Sales Navigator
- Experience with territory planning, forecasting, and sales operations alignment.
- Bachelor's degree in Business, Marketing, Communications, or related field.
Key Performance Indicators (KPIs)
- Pipeline generated
- Sales qualified opportunities (SQOs)
- Meeting conversion rates
- SDR attainment and productivity
- Lead response time and SLA compliance
- Team retention and employee engagement
- Ramp time for new hires
- Forecast accuracy
Core Competencies
- Leadership & people development
- Strategic thinking
- Sales process optimization
- Data-driven decision making
- Cross-functional collaboration
- Experience with AI tools and automation
- Change management
- Communication & executive presence
- Coaching and performance management
Reporting Structure
- Reports to: VP of Marketing Operations
- Direct reports: SDR Team Leads
- Team size: Approximately 30 SDRs across 5 business units
