Job Overview:

We're hiring a SDR - Team Lead to build and lead our SDR function across both products, SMS-Magic and Conversive. This role is focused on driving outbound pipeline in the US region and supporting field and event-driven sales activities. You'll be responsible for hiring, coaching, and managing a team of SDRs, owning outbound execution, and working closely with sales and marketing to improve conversions across the funnel. You'll also manage inbound SDR activity and support event-based meeting booking, lead recycling, and reporting.

Technical / Functional Competencies:

Essential:

- 6+ years of B2B SaaS sales experience, with 2+ years managing SDR/BDR teams

- Proven ability to build and scale outbound SDR teams

- Strong outbound pipeline creation skills, especially for the US/ Indian region

- Experience working with Salesforce (CRM) and HubSpot (marketing automation)

- Proficient in sales engagement tools like Outreach, Salesloft, or Apollo

- Comfortable managing dashboards, pipeline reports, and performance tracking

- Experience with higher-end SMBs across multiple industries

- Skilled in developing messaging frameworks, sequences, and objection handling

- Strong alignment and coordination experience with marketing and sales teams

Desired:

- Familiarity with SDR comp plans tied to pipeline KPIs or revenue contribution

- Experience recycling old leads and creating re-engagement workflows

- Exposure to Salesforce ecosystem events (Dreamforce, World Tour, etc.)

- Comfort coordinating meeting bookings for sales team during events or travel

- Hands-on experience managing inbound SDR activity (including MQL follow-up and routing)

Key Responsibilities:

Team Building & Leadership:

- Hire, onboard, and scale a team of SDRs across both products

- Create training programs for outbound outreach, qualification, and objection handling

- Set up variable compensation plans tied to pipeline contribution and revenue influence

- Run regular 1:1s, call reviews, and coaching sessions

Outbound & Inbound Pipeline Generation:

- Own outbound campaigns and top-of-funnel pipeline for the US region

- Drive meeting bookings and pipeline contribution across SMS-Magic and Conversive

- Support inbound SDR execution for MQL follow-up and form submissions

- Build re-engagement programs for recycling old CRM leads

Sales Support for Events & Field Travel:

- Coordinate with field sales reps to pre-book meetings before events or sales trips

- Work with marketing and sales to build event-specific prospect lists and outreach cadences

- Ensure SDR support around sponsorships, conferences, and field campaigns

Collaboration & Alignment:

- Partner with Marketing for lead quality feedback, targeting, and messaging

- Work with AEs to define qualification criteria and optimize lead handoff

- Share insights from SDR conversations with Product Marketing and RevOps

Reporting & Process Optimization:

- Track SDR KPIs: meetings booked, pipeline sourced, conversion rates

- Manage dashboards in Salesforce and HubSpot

- Continuously improve playbooks, messaging, and workflows

Key Result Areas (KRAs) & Metrics:

- 1. Meetings Booked: Qualified meetings scheduled per SDR per month

- 2. Pipeline Sourced: Pipeline value generated by SDR team (attributed in CRM)

- 3. Conversion Rates: Outreach-to-meeting, MQL-to-SQL, and SQL-to-opportunity rates

- 4. Ramp & Hiring: Time to hire and ramp new SDRs

- 5. Recycled Leads: Contribution of recycled/old leads to pipeline

- 6. Event Support: Number of meetings booked before or during key events

- 7. Compensation-Linked KPIs: Variable compensation tied to SDR team's pipeline and influenced revenue