Job Type
Full-time
Description
Position Overview
This role leads a team of Sales Development Representatives responsible for generating high-quality pipeline- within the Large Enterprise segment (1,500+ employees). This role owns strategy, performance management, coaching, and cross functional alignment to ensure the SDR team consistently creates meaningful opportunities for Large Enterprise Account Executives. The ideal candidate is a -data driven- leader who can inspire high performance, drive strategic outbound execution, and develop SDRs
into future enterprise sellers.
Primary Responsibilities
The below represents the primary duties of the position, others may be assigned as needed. To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Leadership & Team Development
• Recruit, hire, onboard, and develop a team of high performing Large Enterprise SDRs.
• Provide ongoing coaching through call reviews, 1:1s, skill-based coaching sessions, and performance
feedback.
• Foster a culture of accountability, collaboration, and continuous improvement.
• Create individualized development plans to prepare SDRs for progression into sales or other
revenue roles.
Strategy & Execution
• Build and execute outbound prospecting strategies aligned to enterprise personas, industries, and
solution priorities.
• Partner with Sales leadership to define target accounts, account coverage models, and outreach
tactics.
• Guide the team on sequencing, messaging, and multi-channel prospecting best practices.
• Ensure consistent qualification standards are followed (e.g., MEDDICC).
Pipeline & Performance Management
• Own SDR pipeline targets and ensure the team consistently meets or exceeds monthly and quarterly
goals.
• Monitor KPIs including outreach activity, meeting creation, opportunity quality, conversion rates,
and pipeline contribution.
• Use data to identify trends, optimize process efficiency, and drive proactive performance
improvements.
• Report on progress, risks, and insights to Sales, Marketing, and Revenue Operations.
Cross-Functional Collaboration
• Align closely with Large Enterprise Sales Leaders and AEs to ensure seamless handoff of qualified
opportunities.
• Partner with Marketing on campaigns, events, and content that support enterprise pipeline goals.
• Work with Revenue Operations to refine workflows, CRM reporting, territory alignment, and process
improvements.
• Represent the SDR function in cross departmental planning and GTM initiatives.
Operational Excellence
• Maintain high standards of data integrity and CRM hygiene across the team.
• Implement tools, automation, and processes to improve productivity and effectiveness.
• Drive continuous improvement through experimentation, A/B testing, and insight-sharing.
Education and Experience
• 6+ of experience in sales development, business development, or customer-facing roles-preferably
in SaaS or enterprise technology.
• 5+ years in a sales development leadership role.
• Demonstrated ability to coach, motivate, and grow early-career sales talent.
• Strong written and verbal communication skills, especially when interacting with senior-level
stakeholders.
• Strong analytical skills with the ability to leverage data for decision-making.
• Proven ability to manage outbound prospecting and generate qualified interest in complex, multi
solution offerings.
• Experience using CRM systems (e.g., Salesforce), sales engagement tools (e.g, Salesloft), and
prospecting platforms.
Preferred:
• Experience in HCM, HR technology, ERP, SaaS, or workforce solutions.
• Familiarity with large enterprise organizational structures and buying cycles.
• Strong research, prioritization, and time-management skills.
• Ability to thrive in a fast-paced environment with high expectations for performance.
