Team Lead - Sales Development

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:

• 6+ 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/ Indian 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:

• 1. Meetings Booked: Qualified meetings scheduled per SDR per month

• 2. Pipeline Sourced: Pipeline value generated by SDR team (attributed in CRM)

• 3. Conversion Rates: Outreach-to-meeting, MQL-to-SQL, and SQL-to-opportunity rates

• 4. Ramp & Hiring: Time to hire and ramp new SDRs

• 5. Recycled Leads: Contribution of recycled/old leads to pipeline

• 6. Event Support: Number of meetings booked before or during key events

• 7. Compensation-Linked KPIs: Variable compensation tied to SDR team's pipeline and influenced revenue