DescriptionAs the Team Lead, Pipeline Development, you will lead a high-performing team of SDRs and BDRs in a player-coach capacity setting the standard for execution while also contributing directly to pipeline creation.
Your mission is to accelerate SysAid's revenue growth by building, optimizing, and scaling a repeatable outbound engine that consistently produces high-quality, AE-accepted opportunities and measurable $ pipeline (not just meetings). You will own the end-to-end pipeline development operating system-targeting and segmentation, persona-based messaging, multi-channel sequencing (email/phone/LinkedIn), qualification rigor, and clean handoff standards-with a strong focus on upmarket execution and complex buying groups.
Success in this role requires a data-driven mindset and strong cross-functional collaboration with Sales, Marketing, and RevOps, including tight feedback loops with AEs to continuously raise the opportunity-quality bar. You'll coach and develop the team through structured 1:1s, call and message reviews, and performance management-while rolling up your sleeves when needed to model best practices and unblock pipeline generation.
Key Responsibilities
- Team Leadership: Manage and lead the BDR team, providing guidance, motivation, and mentorship to help the team meet and exceed lead generation goals.
- Outbound Strategy: Develop and implement outbound prospecting strategies in collaboration with sales and marketing leadership to ensure a consistent pipeline of high-quality leads.
- Performance Management: Monitor and evaluate the BDR team's performance, ensuring that individual and team KPIs (e.g., calls, emails, meetings scheduled, qualified leads) are consistently met.
- Coaching & Development: Provide regular training, 1:1 coaching, and feedback to help team members improve their skills in cold calling, lead qualification, and email outreach. Partner with Enablement to design and refine onboarding programs that ramp new BDRs quickly and consistently. Share best practices and sales techniques.
- Player-Coach Execution: Operate as a hands-on leader driving your own outbound activity while coaching the team in real time. Use your personal pipeline generation to model effective behavior, test new approaches, and validate best practices.
- Lead by Example: Actively participate in outbound prospecting, setting an example for the team by generating your own leads through cold outreach (calls, emails, and social media).
- Cross-functional Collaboration: Work closely with sales, marketing, and operations teams to ensure smooth lead handoffs, alignment on target markets, and effective messaging.
- CRM & Reporting: Ensure the BDR team maintains accurate records of all sales activities and interactions in the CRM. Regularly report on team performance, lead quality, and pipeline health to senior leadership.
- Process Improvement: Continuously analyze and optimize outreach processes, tools, and techniques to increase team efficiency and lead generation effectiveness.
- Market Insights: Keep the team informed about industry trends, competitive landscape, and target market dynamics, using this knowledge to refine outreach strategies.
Requirements- 4-6 years of experience in Sales Development, Business Development, or Inside Sales - ideally within a SaaS environment.
- 1-2 years of experience as a team lead, mentor, or senior SDR/BDR with coaching or training responsibilities.
- Proven success generating pipeline through both inbound lead follow-up and outbound prospecting.
- Strong communication and storytelling skills with the ability to inspire confidence in a team and prospects alike.
- Analytical and organized, with experience using Salesforce and sales engagement tools (e.g., Outreach, Salesloft).
- A collaborative, positive attitude - someone who leads by example and isn't afraid to roll up their sleeves.
Within your first 6 months, you will have:- Built trust and rhythm with your team through effective coaching and consistent results.
- Met or exceeded your personal pipeline target while enabling your XDRs to hit theirs.
- Improved team conversion rates through stronger messaging and qualification practices.
- Established predictable, high-quality pipeline generation for the global sales organization.
