Sales Development Representative (SDR) Lead

Insurely; Greater London; On-site; GBP 60,000 - 80,000; Full time

Job summary

A cutting-edge sustainability technology company is seeking a Sales Development Representative Lead in London. This role involves managing a team of SDRs, enhancing outbound sales strategies, and ensuring the team meets performance goals. Ideal candidates have a passion for sustainability and significant B2B SaaS experience, particularly in leadership roles. Join us in making a positive impact on the fight against climate change.

Benefits

Annual merit-based salary reviews

30 days/year of paid vacation

Pension and parental leave

Wellness hours

Social and team-building activities

Qualifications

• 2-3 years experience in a SDR role in a B2B SaaS environment.
• 1 year experience managing junior team members.
• Strong understanding of outbound sales processes.

Responsibilities

• Manage and lead a team of SDRs, providing guidance and mentorship.
• Develop and implement outbound prospecting strategies.
• Monitor and evaluate the team's performance against KPIs.

Skills

Team Leadership

Outbound Sales Strategy

Performance Management

Communication Skills

CRM Software Experience

Tools

Salesforce

Outreach

Gong

Job description

Join the planet’s most important fight
Normative is now looking for a Sales Development Representative Lead in London!

At Normative, we’re on a mission to accelerate the transition to a net‑zero world. We provide science‑based carbon accounting software and tailored advice from net‑zero experts, empowering companies to reduce their carbon footprints.

Our Sales team is now growing and we’re looking for a passionate and driven leader to join our growing team in the London office and make a real impact on the fight against climate change. As SDR Lead, you will play a crucial role in helping companies achieve their NetZero goals and contribute to a sustainable future.

About the Role

As a SDR Lead, you will be responsible for developing and managing a team of SDRs, enabling them to hit their monthly goals and grow the business. In this player‑coach role, you will optimize outbound sales strategy, use data to identify ways to improve performance, provide hands‑on coaching, and collaborate closely with sales and marketing leadership.

What you will do:

• Team Leadership: Manage and lead a team of SDRs (including hiring and onboarding talent when needed), providing constructive feedback, guidance, motivation, and mentorship to help the team meet and exceed lead generation goals. Provide regular training, 1:1 coaching, and feedback to help team members improve their skills in cold calling, lead qualification, and email outreach. Share best practices and sales techniques.
• Outbound Strategy: Develop and implement outbound prospecting strategies (automated as much as possible) for identifying and qualifying leads to ensure a consistent pipeline of high‑quality opportunities.
• Performance Management: Monitor and evaluate the team’s performance, ensuring that individual and team KPIs (e.g., calls, emails, meetings booked, SAOs) are consistently met.
• Cross‑functional Collaboration: Work closely with the wider sales leadership team to ensure smooth alignment on strategy, process, and effective use of tools (i.e. Salesforce CRM). Be a close business partner with Rev Ops and Marketing to automate as much as possible the process of prospecting so that SDR can maximise their time spent with potential leads.
• CRM & Reporting: Ensure the SDR team accurately inputs sales activities in our Salesforce CRM, and uses additional sales engagement tools effectively. Regularly report on team performance, lead quality, and pipeline health to senior leadership. Continuously analyse and optimise outreach processes, tools, and techniques to increase team efficiency and lead generation effectiveness.
• Market Insights: Stay up‑to‑date on the latest trends and best practices in sustainability, and the competitive landscape.
• Role Model best‑in‑class sales communication: speak with prospects directly to showcase SDR excellence.

What you'll bring:

• 2‑3 years experience in a SDR role, with a proven track record of meeting or exceeding targets in a B2B SaaS environment.
• Min. 1 year experience managing junior team members, or acting as a lead within a sales team. Strong track record of motivating SDR teams and keeping the job engaging, fun and rewarding.
• Strong understanding of outbound sales processes, prospecting tools, and lead qualification techniques and how to automate prospecting.
• Excellent communication, coaching, and interpersonal skills.
• Experience with CRM software (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Gong).
• Target‑obsessed mindset with a focus on continuous improvement and team development.
• Adaptability and ability to thrive in a dynamic environment. You embrace change, learn quickly, and think on your feet as needed.
• A passion for sustainability and a desire to make a positive impact on the world.

If you are a driven and passionate individual with a strong desire to make a positive impact on the world, and a real love for sales, we encourage you to apply. This is an exciting opportunity to join a mission‑driven company and make a real difference in the fight against climate change.

Join us and be a part of something bigger than yourself. Together, we can create a more sustainable future for all.

Location

Normative has offices in Stockholm and London. For this role you will be located in our beautiful office in London (Mary Sheridan House in London Bridge).

The Sales team works from the office 4+ days a week as we believe in providing you with the best support and opportunity to collaborate by working from our office with your peers.

At this time, we are not able to offer relocation or VISA support for this position.

Benefits

• Annual merit‑based salary reviews
• 30 days/year of paid vacation + up to 2 additional days off
• Pension and parental leave
• 1 wellness hour per week
• Social and team‑building activities (off‑site, after work, winter/summer parties)
• An opportunity to make a real positive impact on the world
• A friendly, supportive and humble working culture

We review our benefits packages on a regular basis and might modify our benefits from time to time.

How to Apply

We adopt a continuous selection process, so please make sure to apply with your CV in English.

Our interview process consists of 4 stages:

1. Screening interview with a member of our Talent Acquisition team
2. First interview with the hiring manager
3. Interview with members of the Sales team
4. Practical Case Interview

We’re committed to hiring diversely. Having employees from diverse backgrounds brings a wealth of perspectives and experience to our team. We assess candidates based on their experience, skills and unique talents and evaluate everyone against the same criteria.

Normative handles sensitive financial data and we will therefore conduct a background check before hiring any candidate.

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