Responsibilities
- Lead, coach, and hold accountability for the daily activities and results of a team of Sales Development Representatives (SDRs), ensuring achievement of individual and team performance targets
- Serve as a player-coach and mentor on best-practice qualification, multi-channel prospecting, discovery, objection handling, and effective use of sales technology
- Monitor reporting and dashboards to assess individual and team performance, identify bottlenecks, and implement improvements that increase conversion rates, pipeline contribution, and lead quality
- Develop messaging, playbooks, and enablement materials that support persona-based outreach, consistent talk tracks, and stronger meeting-to-opportunity conversion
- Oversee timely response and qualification of inbound inquiries, ensuring appropriate routing and clean handoffs to Sales based on readiness and fit
- Support marketing-sponsored virtual and in-person events, including pre-event outreach to drive attendance and post-event follow-up to engage and qualify prospects
- Establish and reinforce a daily, weekly, and monthly operating rhythm that maximizes prospecting efficiency (account research, prioritization, pre-call planning, and personalized outreach across key channels)
- Track and drive attainment of key activity and outcome metrics (calls, emails, social touches, meetings set, meeting-to-opportunity conversion), and course-correct quickly when performance trends change
- Ensure consistent CRM hygiene and SLA adherence by maintaining accurate records of lead status, outreach activity, and disposition in accordance with lead management processes
- Partner with aligned Sales stakeholders to ensure lead quality, strengthen handoffs, and nurture high-potential leads through opportunity creation and pipeline progression
- Analyze performance by vertical/segment and refine targeting, messaging, and plays to improve conversion and pipeline contribution
- Collaborate with Sales, Marketing, and Revenue Operations on campaigns and process improvements that increase pipeline creation and team efficiency
- Provide ongoing skills development through call reviews, live coaching, and targeted training that strengthens product knowledge, talk tracks, and career progression for SDRs
Requirements
- Professionalism, enthusiasm, and strong communication are critical for success in this role
- The ideal candidate is an energized, hands-on leader who thrives in a fast-paced environment, enjoys developing people, and builds strong partnerships with Sales and cross-functional stakeholders
