Sales Development Team Lead

JOB SUMMARY

We are seeking a Sales Development Team Lead, who will lead a high-performing team of Sales Development Representatives (SDRs) responsible for generating qualified sales opportunities that drive pipeline growth and revenue. This role combines leadership, coaching, and operational execution to ensure the team consistently meets and exceeds opportunity creation targets.

The primary goal of this role is leading a team of SDRs who are tasked with production of Qualified Sales Opportunities (QSOs). You will play a critical role in driving daily accountability for activity levels to generate a predictable pipeline of qualified sales opportunities (QSOs), training, developing, and motivating your team while partnering cross-functionally with Sales, Marketing, and Revenue Operations to refine strategy, improve conversion rates, and optimize performance. This position reports directly to the Director of Mid-Market Sales.

Key Responsibilities:

Leadership & Team Development

• 70% Coach 30% Player Role-Lead, coach, and inspire a team of SDRs to achieve and exceed monthly and quarterly goals for qualified sales opportunities.
• Conduct regular 1:1 coaching sessions focused on skill development, pipeline health, and performance metrics.
• Partner with the Revenue Enablement team to onboard, train, and upskill SDRs through continuous learning programs.
• Foster a culture of accountability, collaboration, and continuous improvement.

Performance Management

• Driving daily accountability for activity levels to generate a predictable pipeline of qualified sales opportunities (QSOs).
• Monitoring real-time performance metrics daily and coaching team members to maintain high activity and conversion standards.
• Monitor daily, weekly, and monthly activity metrics (calls, conversations, emails, meetings) to ensure consistent execution and high-quality pipeline generation.
• Analyze KPI trends, performance data, and conversion rates to identify improvement opportunities.
• Implement strategic adjustments based on market insights, campaign effectiveness, and AE feedback.
• Set clear expectations and goals aligned to qualified opportunity creation, the team’s primary success metric.

Cross-Functional Collaboration

• Work closely with Sales leadership to ensure smooth handoff and follow-up on all qualified opportunities.
• Partner with Demand Generation and Marketing to align outbound strategies and messaging.
• Collaborate with Revenue Operations to track performance, refine reporting, and forecast opportunity pipeline growth.

Operational Excellence

• Assist in hiring, onboarding, and performance management of SDRs.
• Develop and document playbooks, call scripts, and outreach cadences to standardize success.
• Provide timely business updates and insights to leadership on SDR performance, productivity, and pipeline contribution.
• Support our hybrid culture by working on-site at the Charlotte office 4 days per week (Monday–Thursday).

What you’ll need:

• Proven success as an individual contributor SDR and wanting to take the next step to a player-coach role building an SDR org 
• 3+ years of total sales experience, preferably in a B2B SaaS environment.
• Demonstrated track record of exceeding pipeline and qualified opportunity goals.
• Passion for coaching, developing, and empowering early-career sales professionals.
• Strong communication, analytical, and motivational skills.
• Experience with Salesforce CRM and sales engagement platforms (e.g., Outreach, SalesLoft, Groove).
• Data-driven mindset with the ability to translate metrics into actionable insights.
• Bachelor’s degree strongly preferred.

Core KPIs:

Primary Metric: Number of qualified sales opportunities created per month and accepted by the Sales team.

Supporting Metrics:

• Activity volume (calls/conversations/emails)
• Conversion rates (Meeting → Qualified Sales Opportunities)
• Opportunity acceptance rate
• Opportunity-to-close rate contribution

 

If you are a highly motivated and results-driven individual, with a passion for driving growth in a fast-paced, entrepreneurial environment,  we encourage you to apply for this exciting opportunity. We offer a competitive salary, comprehensive benefits package, and a dynamic work culture that values collaboration, innovation, and personal development.