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




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




n Identify skill gaps and implement targeted training initiatives to improve performance across teams.
n n
n Qualifications
n Required
n n 12+ years of experience in Sales Development, Business Development, or Inside Sales.
n 7+ years of experience managing large SDR/BDR teams, preferably in a multi-segment or multi-business-unit environment.
n Proven track record of achieving or exceeding pipeline generation targets.
n Experience managing managers, team leads, or geographically distributed teams.
n Strong analytical skills with experience using CRM and sales engagement platforms.
n Excellent communication, coaching, and leadership abilities.
n n Preferred
n n Experience in SaaS, technology, or high-growth B2B environments.
n Familiarity with tools such as:
n Salesforce
n Outreach
n HubSpot
n LinkedIn Sales Navigator
n Experience with territory planning, forecasting, and sales operations alignment.
n Bachelor’s degree in Business, Marketing, Communications, or related field.
n n
n Key Performance Indicators (KPIs)
n n Pipeline generated
n Sales qualified opportunities (SQOs)
n Meeting conversion rates
n SDR attainment and productivity
n Lead response time and SLA compliance
n Team retention and employee engagement
n Ramp time for current hires
n Forecast accuracy
n n
n Core Competencies
n n Leadership & people development
n Strategic thinking
n Sales process optimization
n Data-driven decision making
n Cross-functional collaboration
n Experience with AI tools and automation
n Change management
n Communication & executive presence
n Coaching and performance management
n n

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