Sales Development Representative Lead
Bengaluru, IndiaFull-timeEntry · 1-2 years
About this role
About This Role
We run a data-driven outbound and inbound-qualification motion, with every call, email, and account touch logged and worked in structured cycles - fresh outbound, dormant-deal revival, closed-lost re-engagement, and no-deal contact revival. This role owns the numbers behind that engine: the activity that goes in, the qualified pipeline that comes out, and the CRM discipline that lets us trust both.
You'll lead a team of SDRs, hold them accountable to daily and weekly targets, keep the funnel clean and measurable, and turn activity data into decisions — who to call first, which accounts to revive, and where each rep needs to improve.
What You'll Do
Team Leadership & Coaching
- Lead, coach, and develop a team of SDRs through daily huddles, call and email reviews, live listening, and weekly 1:1s tied to each rep's numbers.
- Own onboarding and ramp for new hires, guiding them to full quota productivity.
- Build a culture of accountability where targets, activity, and data hygiene are non-negotiable, without undermining team morale.
Pipeline Generation & Quality
- Carry a team quota for qualified meetings and sales-accepted pipeline.
- Run structured working cycles across fresh outbound, dormant-deal revival, closed-lost re-engagement, and no-deal contact revival, using scoring and prioritisation logic to guide who the team approaches first.
- Enforce qualification criteria so booked meetings convert into real pipeline rather than calendar activity.
Performance Management
- Track and report daily, weekly, and monthly on activity and output metrics for each rep and the team.
- Own the SDR dashboards, keeping them accurate and using them to identify who's ahead, who's behind, and why.
- Run a weekly numbers review covering activity vs. target, connect and conversion rates, meetings booked, pipeline generated, and stage-by-stage drop-off.
- Diagnose performance gaps from the funnel data — pinpoint whether shortfalls stem from dials, connect rate, pitch, or qualification — and act on the right lever.
- Flag under-performance early with a documented plan, and surface top performers for progression.
Process, CRM & Data Hygiene
- Enforce complete, accurate logging of every call, email, note, and task in the CRM.
- Keep contact, company, and deal data clean so reporting and revival scoring remain trustworthy.
- Refine cadences, sequences, call scripts, and messaging based on performance data.
- Partner with Marketing on lead flow and SLAs, and with Account Executives on clean, well-documented handoffs.
What We're Looking For
- 3+ years in SDR, BDR, or inside sales, including 1–2 years leading, mentoring, or acting as a senior/lead SDR, ideally in B2B SaaS.
- A proven track record of personally hitting SDR quota, plus a clear example of lifting a team's or peers' performance.
- Strong hands-on CRM skills — able to build and read reports and dashboards, not just log activity.
- Genuine comfort with metrics — you instinctively break a shortfall down by funnel stage and act on it.
- Strong coaching, communication, and objection-handling skills — you can teach a call, not just make one.
- An organised, consistent, and accountable operating style, running a tight cadence and expecting the same from your team.
Nice to Have
- Experience with outbound tooling, sales engagement platforms, or lead-scoring and prioritisation systems.
- Exposure to rewards, engagement, loyalty, or incentive-tech, or to selling to HR, Sales, or Marketing buyers.
What Makes You a Strong Fit
- You diagnose from data, not opinion, and know exactly which funnel lever to pull when numbers move.
- You hold a team to high standards while keeping morale intact.
- You treat CRM hygiene as core to the job, not an afterthought.
- You coach reps toward better conversion rather than just pushing more activity.
Why This Role Matters
This role is the connective layer between raw outbound activity and predictable, qualified pipeline. The quality of the team's coaching, data discipline, and funnel diagnosis directly shapes how much revenue the business can reliably forecast and close.
Why Join Us
- Lead a team working across multiple products in a live, quota-carrying motion.
- Own dashboards and reporting that directly influence sales decisions.
- Operate with real accountability and visibility into your team's impact.
- Work closely with Marketing and Account Executives on shared pipeline goals.