SDR Lead

Job Title: SDR Team Lead (Sales Development Team Lead)

The SDR Team Lead will be our first SDR hire, responsible for generating their own pipeline while also leading, coaching, and developing a team of Sales Development Representatives to consistently generate high-quality pipeline. This role owns SDR performance, daily execution, and continuous improvement of prospecting strategy, workflows, and cross-functional alignment with Sales and Marketing. The right candidate will have 5+ years overall sales experience, with 2+ years focused within the cybersecurity industry. 

Key Responsibilities

Team Leadership & People Management

• Hire, onboard, and ramp new SDRs to ensure fast, successful time-to-productivity.
• Set clear individual and team performance goals and ensure consistent accountability.
• Run regular one-on-ones, performance check-ins, and coaching sessions.
• Build a positive, collaborative team culture and address performance or interpersonal issues proactively.
• Lead by example in professionalism, work ethic, execution and pipeline generation. 

Prospecting Strategy & Process Optimization

• Develop and continuously improve prospecting strategies aligned with sales objectives and target customer profiles.
• Implement best practices for outbound and inbound lead generation, including personalized and multi-channel outreach.
• Improve SDR workflows and processes to increase efficiency, consistency, and productivity.

Training, Coaching & Skill Development

• Design and deliver training on outreach, messaging, objection handling, and qualification.
• Ensure SDRs maintain strong product knowledge and industry understanding.
• Provide continuous feedback and individualized coaching based on performance and development needs.
• Encourage a growth mindset and ongoing skill development across the team.

Performance Management & Reporting

• Monitor SDR KPIs such as activity, conversion rates, lead quality, and sales-qualified lead output.
• Analyze individual and team performance trends and identify opportunities for improvement.
• Report results and insights to Sales Leadership, including recommendations and action plans.

Cross-Functional Collaboration

• Serve as the main point of contact between SDRs and Sales leadership to ensure alignment and effective lead handoff.
• Partner closely with Marketing to ensure lead generation efforts align with campaigns and target audiences.
• Represent the SDR team in cross-functional meetings and contribute insights to improve pipeline outcomes.

Required Skills & Qualifications

Leadership & Ownership

• Proven ability to motivate, coach, and develop a high-performing team.
• Strong delegation and prioritization skills.
• Confidence in making decisions and holding team members accountable.

Sales & SDR Expertise

• 5+ years overall sales experience, with 3+ focused within the cybersecurity industry 
• Strong understanding of the full sales cycle and SDR best practices.
• Experience with outbound prospecting strategy and qualification frameworks.
• Proficiency with CRM and sales engagement tools (e.g., Salesforce, Apollo, LinkedIn)

Coaching & Development

• Ability to identify strengths, gaps, and growth areas across different experience levels.
• Strong feedback skills and the ability to adapt coaching to different personalities and learning styles.

Analytical & Problem-Solving

• Comfort interpreting performance data and using metrics to drive improvements.
• Ability to identify root causes, remove blockers, and implement scalable solutions.

Communication & Stakeholder Management

• Ability to clearly present performance insights and strategy to leadership.
• Strong collaboration skills across Sales, Marketing, and other stakeholders.