About The Role
The role leads a team of sales development representatives responsible for generating qualified pipeline for a fast-growing B2B SaaS business. This is a player-coach position: managing daily activity, coaching reps on discovery and outreach, and owning the numbers that connect marketing spend to sales revenue.
The team operates in a metrics-driven environment built on tools like Salesforce, Outreach, and Gong. The role matters because pipeline generation is the growth engine — the quality and consistency of this team directly determines how much revenue the sales organization can close.
Key Responsibilities
Lead, coach, and develop a team of 6-10 SDRs through weekly 1:1s, call reviews, and shadowing sessions
Own team quota for qualified meetings booked and sales-accepted pipeline generated each month
Build and optimize outbound sequences across email, phone, and LinkedIn using Outreach and Salesloft
Analyze funnel metrics — connect rates, meeting show rates, conversion to opportunity — and adjust playbook and territories accordingly
Partner with marketing on lead routing, ICP definition, and campaign feedback loops
Maintain forecasting accuracy and pipeline reporting in Salesforce for revenue leadership
Hire, onboard, and ramp new reps; build career paths that retain top performers
What We Are Looking For
3-6 years in B2B SaaS sales, including 2+ years managing an SDR or inside sales team
Track record of hitting team pipeline and quota targets consistently
Hands-on experience with Salesforce (or similar CRM) and sales-engagement platforms like Outreach or Salesloft
Strong coaching skills with the ability to diagnose skill gaps and improve rep performance quickly
Data fluency: comfortable building dashboards and making territory, sequencing, and staffing decisions from metrics
Excellent written and verbal communication; able to represent the team to sales and marketing leadership
Bonus: experience selling to technical buyers (developer tools, cloud, data infrastructure) or building an SDR function from scratch