Position Summary
We are seeking an innovative and strategic Sales Development Representative (SDR) Leader for a high-performing outbound and inbound prospecting organization. This role is responsible for overseeing a team across business units, driving pipeline generation, developing frontline talent, optimizing performance, and partnering closely with Sales and Marketing leadership to drive business value.
The ideal candidate is a strong people leader with experience managing managers or large distributed teams in a quick-paced B2B sales environment. This individual will own SDR performance, process excellence, talent development, and cross-functional alignment to support company growth objectives with a focus on Data and AI.

Key Responsibilities
Team Leadership & Management
Foster a high-performance, accountability-driven culture focused on pipeline creation, collaboration, and continuous improvement.
Conduct regular 1:1s, team meetings, coaching sessions, and performance reviews.
Recruit, onboard, and retain top SDR talent while building bench strength.
Create clear career progression paths and development plans for SDR team members.
Pipeline Generation & Revenue Impact
Drive outbound and inbound lead qualification efforts to achieve pipeline and revenue targets.
Monitor team performance against KPIs including:
Meetings booked
Sales qualified opportunities (SQOs)
Pipeline generated
Conversion rates
Activity metrics
Partner with Account Executives and Sales Leadership to ensure smooth lead handoff and pipeline progression.




Develop and implement scalable prospecting strategies across multiple verticals and business units leveraging AI and automation.
Operational Excellence
Analyze SDR performance data and identify trends, gaps, and opportunities for optimization.
Oversee reporting dashboards, forecasting models, and territory alignment strategies.
Improve workflows, cadences, messaging, and outreach effectiveness using data-driven insights and AI.
Ensure CRM hygiene and process compliance across the organization.
Collaborate with Sales Acceleration to improve tooling, automation, and reporting capabilities.
Cross-Functional Collaboration
Partner with Marketing to align campaign strategy, lead routing, messaging, and target account initiatives.
Collaborate with Marketing and Sales Acceleration to develop training materials, call scripts, and objection-handling frameworks.
Support go-to-market initiatives for new products, verticals, and strategic campaigns.
Act as a key stakeholder in quarterly business planning and revenue strategy discussions.
Coaching & Enablement
Deliver ongoing sales coaching focused on discovery, objection handling, prospecting techniques, and messaging effectiveness.
Run call reviews, role-playing sessions, and onboarding programs.




Identify skill gaps and implement targeted training initiatives to improve performance across teams.

Qualifications
Required
12+ years of experience in Sales Development, Business Development, or Inside Sales.
7+ years of experience managing large SDR/BDR teams, preferably in a multi-segment or multi-business-unit environment.
Proven track record of achieving or exceeding pipeline generation targets.
Experience managing managers, team leads, or geographically distributed teams.
Strong analytical skills with experience using CRM and sales engagement platforms.
Excellent communication, coaching, and leadership abilities.
Preferred
Experience in SaaS, technology, or high-growth B2B environments.
Familiarity with tools such as:
Salesforce
Outreach
HubSpot
LinkedIn Sales Navigator
Experience with territory planning, forecasting, and sales operations alignment.
Bachelor’s degree in Business, Marketing, Communications, or related field.

Key Performance Indicators (KPIs)
Pipeline generated
Sales qualified opportunities (SQOs)
Meeting conversion rates
SDR attainment and productivity
Lead response time and SLA compliance
Team retention and employee engagement
Ramp time for new hires
Forecast accuracy

Core Competencies
Leadership & people development
Strategic thinking
Sales process optimization
Data-driven decision making
Cross-functional collaboration
Experience with AI tools and automation
Change management
Communication & executive presence
Coaching and performance management

📌 AVP - Lead Generation/Inside Sales - UK/US/EMEA/AU (Kanpur)
🏢 EXL
📍 Kanpur