Job Description

Position Summary

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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.

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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.

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Key Responsibilities

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Team Leadership & Management

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- Foster a high-performance, accountability-driven culture focused on pipeline creation, collaboration, and continuous improvement.
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- Conduct regular 1:1s, team meetings, coaching sessions, and performance reviews.
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- Recruit, onboard, and retain top SDR talent while building bench strength.
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- Create clear career progression paths and development plans for SDR team members.
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Pipeline Generation & Revenue Impact

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- Drive outbound and inbound lead qualification efforts to achieve pipeline and revenue targets.
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- Monitor team performance against KPIs including:
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- Meetings booked
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- Sales qualified opportunities (SQOs)
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- Pipeline generated
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- Conversion rates
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- Activity metrics
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- Partner with Account Executives and Sales Leadership to ensure smooth lead handoff and pipeline progression.
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- Develop and implement scalable prospecting strategies across multiple verticals and business units leveraging AI and automation.
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Operational Excellence

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- Analyze SDR performance data and identify trends, gaps, and opportunities for optimization.
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- Oversee reporting dashboards, forecasting models, and territory alignment strategies.
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- Improve workflows, cadences, messaging, and outreach effectiveness using data-driven insights and AI.
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- Ensure CRM hygiene and process compliance across the organization.
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- Collaborate with Sales Acceleration to improve tooling, automation, and reporting capabilities.
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Cross-Functional Collaboration

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- Partner with Marketing to align campaign strategy, lead routing, messaging, and target account initiatives.
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- Collaborate with Marketing and Sales Acceleration to develop training materials, call scripts, and objection-handling frameworks.
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- Support go-to-market initiatives for recent products, verticals, and strategic campaigns.
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- Act as a key stakeholder in quarterly business planning and revenue strategy discussions.
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Coaching & Enablement

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- Deliver ongoing sales coaching focused on discovery, objection handling, prospecting techniques, and messaging effectiveness.
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- Run call reviews, role-playing sessions, and onboarding programs.
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- Identify skill gaps and implement targeted training initiatives to improve performance across teams.
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Qualifications

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Required

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- 12+ years of experience in Sales Development, Business Development, or Inside Sales.
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- 7+ years of experience managing large SDR/BDR teams, preferably in a multi-segment or multi-business-unit environment.
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- Proven track record of achieving or exceeding pipeline generation targets.
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- Experience managing managers, team leads, or geographically distributed teams.
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- Strong analytical skills with experience using CRM and sales engagement platforms.
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- Excellent communication, coaching, and leadership abilities.
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Preferred

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- Experience in SaaS, technology, or high-growth B2B environments.
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- Familiarity with tools such as:
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- Salesforce
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- Outreach
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- HubSpot
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- LinkedIn Sales Navigator
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- Experience with territory planning, forecasting, and sales operations alignment.
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- Bachelor's degree in Business, Marketing, Communications, or related field.
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Key Performance Indicators (KPIs)

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

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- Leadership & people development
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- Strategic thinking
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- Sales process optimization
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- Data-driven decision making
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- Cross-functional collaboration
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- Experience with AI tools and automation
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- Change management
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- Communication & executive presence
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- Coaching and performance management
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📌 Sr AVP - Lead Generation/Inside Sales - UK/US/EMEA/AU (Noida)
🏢 EXL
📍 Noida