About the role
- Lead, coach, and develop a team of SDRs through daily huddles, call and email reviews, live listening, and weekly 1:1s tied to each rep's numbers.
- Own onboarding and ramp for new hires, guiding them to full quota productivity.
- Build a culture of accountability where targets, activity, and data hygiene are non-negotiable, without undermining team morale.
- Carry a team quota for qualified meetings and sales-accepted pipeline.
- Run structured working cycles across fresh outbound, dormant-deal revival, closed-lost re-engagement, and no-deal contact revival, using scoring and prioritisation logic to guide who the team approaches first.
- Enforce qualification criteria so booked meetings convert into real pipeline rather than calendar activity.
- Track and report daily, weekly, and monthly on activity and output metrics for each rep and the team.
- Own the SDR dashboards, keeping them accurate and using them to identify who's ahead, who's behind, and why.
- Run a weekly numbers review covering activity vs. target, connect and conversion rates, meetings booked, pipeline generated, and stage-by-stage drop-off.
- Diagnose performance gaps from the funnel data — pinpoint whether shortfalls stem from dials, connect rate, pitch, or qualification — and act on the right lever.
- Flag under-performance early with a documented plan, and surface top performers for progression.
- Enforce complete, accurate logging of every call, email, note, and task in the CRM.
- Keep contact, company, and deal data clean so reporting and revival scoring remain trustworthy.
- Refine cadences, sequences, call scripts, and messaging based on performance data.
- Partner with Marketing on lead flow and SLAs, and with Account Executives on clean, well-documented handoffs.
- 3+ years in SDR, BDR, or inside sales, including 1–2 years leading, mentoring, or acting as a senior/lead SDR, ideally in B2B SaaS.
- A proven track record of personally hitting SDR quota, plus a clear example of lifting a team's or peers' performance.
- Strong hands-on CRM skills — able to build and read reports and dashboards, not just log activity.
- Genuine comfort with metrics — you instinctively break a shortfall down by funnel stage and act on it.
- Strong coaching, communication, and objection-handling skills — you can teach a call, not just make one.
- An organised, consistent, and accountable operating style, running a tight cadence and expecting the same from your team.
- Experience with outbound tooling, sales engagement platforms, or lead-scoring and prioritisation systems.
- Exposure to rewards, engagement, loyalty, or incentive-tech, or to selling to HR, Sales, or Marketing buyers.
- You diagnose from data, not opinion, and know exactly which funnel lever to pull when numbers move.
- You hold a team to high standards while keeping morale intact.
- You treat CRM hygiene as core to the job, not an afterthought.
- You coach reps toward better conversion rather than just pushing more activity.
- Lead a team working across multiple products in a live, quota-carrying motion.
- Own dashboards and reporting that directly influence sales decisions.
- Operate with real accountability and visibility into your team's impact.
- Work closely with Marketing and Account Executives on shared pipeline goals.