Team Lead, Sales Development

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)

• 3+ years of successful B2B sales development experience in a technology or SaaS environment, including consistent achievement or overachievement of pipeline targets.
• Previous experience coaching, mentoring or leading SDRs, with evidence of improving individual or team performance.
• A strong personal track record of outbound prospecting with a focus on cold calling into complex buying groups.
• Technical proficiency with sales automation systems and Salesforce, including pipeline management, activity tracking, reporting, dashboards and data hygiene.
• Proficiency with a sales engagement platform including cadence management and performance analysis.
• Strong analytical skills and the ability to convert funnel and activity data into clear priorities, coaching actions and forecasts.
• Demonstrable ability to motivate others, set high standards, give constructive feedback and drive accountability without losing team engagement.
• Excellent written and verbal communication skills, sound commercial judgement and the confidence to work with senior internal and external stakeholders.
• Highly organized, resilient and comfortable balancing an individual number with day-to-day team leadership responsibilities.

What Would Be Nice (Preferred Experience)

• Experience prospecting into enterprise accounts with multiple stakeholders and longer, more complex sales cycles.
• Working knowledge of the identity verification, fraud, cybersecurity or financial services industries.
• Experience with LinkedIn Sales Navigator, data enrichment or intent tools, conversation intelligence and sales forecasting platforms.
• Experience partnering with Sales Operations on funnel reporting, lead routing, attribution or sales process improvement.