The Role of a Sales Development Team Lead involves a responsibility for driving the results of a SDR team through recruiting, training, organising, coordinating, measuring, coaching, problem solving, and leading.

The lead will partner with management to execute company and department strategies and upholds standards to ensure that we work closely toward the sales goals set out. This role requires a self-starting, proactive, results-oriented individual who is focused on helping to or actively driving results dependent on their role title.

Please note, the successful candidate will be required to speak French fluently (business standard).

Expectations include:

• You are first and foremost responsible for leading the team helping to coach, mentor and develop our Sales Development Representatives.
• Reporting regularly to/alongside your manager on the performance of SDR’s with specific detail on both inbound or outbound focus where applicable.
• Helping in recruiting & Training. Participate in the recruiting process by, interviewing and making hiring decisions.
• Help your manager to or prepare and deliver comprehensive training sessions for SDR onboarding.
• Weekly sessions or ad hoc provision of hands-on coaching and training to SDRs including, but not limited to:
  • Workflow
  • Prospecting/qualifications
  • Prospect communication/engagement methods (emailing, calling (cold or warm) and follow up.

Reporting expectations etc:

• Routinely monitor outbound prospecting/inbound calls using the methodologies we have adopted to drive best practise and improvements.
• Day-to Day Management to resolve routine problems and act as first point of escalation for SDRs.
• Elevate issues or questions you are unable to manage or answer to your Manager swiftly.
• Ensure SDRs are executing the job based on approved department and company policy and procedures and aligning closely with the appropriate GTM’s.
• Monitor KPIs daily and hold reps accountable to metrics.
• Identify patterns that need to be addressed and communicate concerns to the key stakeholders (manager) where appropriate. This may relate to individuals, campaigns, GTM performance or communication etc.
• Make and then deliver on recommendations to your manager regarding plans for improvement (PIPs) should SDR’s not be meeting the desired standards.
• Provide input to Manager for SDR quarterly performance reviews
• Lead SDR team huddles, meetings, and training sessions respective to your region or specific team.
• Create formalised feedback for SDR’s on a Quarterly basis (PDP) to be review by manager before presenting to the SDR.
• Ensure consistent feedback to your stakeholders both in terms of performance but team best practise to ensure alignment with GTM’s.
  • This should include regular one on ones
  • SDR lead feedback sessions including trend analyses, performance results (identifying inbound and outbound separately)
  • Promote industry and MRI standards in alignment with best practise and ensure constructive action is taken when we are deploying SDR’ to support GTM’s.

Reporting and Process Improvement

Identify ways to streamline workflow, improve process or procedures, and present plans to Manager for input and approval Create reports and analyse performance data and make recommendations to management and stakeholders to help guide the direction of the team.

Additional expectations

Each leader is expected to put all of the Core Values into action on a daily basis

Each leader is looking to develop and prove a consistent track record of performance including opportunity (MQL) quota attainment. Showcase an ability in communicating convincingly and concisely with both peers and leaders. Show a solid understanding of Outreach sequencing strategy (inbound or outbound depending on role). Strong sense of urgency – Extremely organized. Able to juggle various tasks with poise and make sure our content has the appropriate level of polish.