SDR - Team Lead

Keka Technologies Private Limited; Bengaluru; On-site; INR 1,800,000 - 2,600,000; Full time

Job summary

Keka Technologies Private Limited is seeking a Senior SDR Team Lead to build and lead the outbound SDR function across SMS-Magic and Conversive. The role focuses on generating outbound pipeline in the US region and supporting field and event-driven sales activities.

You will hire, coach, and manage SDRs, own outbound execution, and collaborate with sales and marketing to improve conversions across the funnel. Also manage inbound SDR activity and lead recycling with data-driven coaching.

Qualifications

• 5–8 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 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.
• 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).

Responsibilities

• 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
• 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

Skills

Outbound pipeline creation

Team leadership

B2B SaaS sales

CRM: Salesforce

CRM: HubSpot

Sales engagement tools

Data-driven coaching

Event-driven sales

Tools

Salesforce

HubSpot

Outreach

Salesloft

Apollo

Job description

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

• 5–8 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 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
• 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

• 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
• 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
• 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
• Meetings Booked: Qualified meetings scheduled per SDR per month
• Pipeline Sourced: Pipeline value generated by SDR team (attributed in CRM)
• Conversion Rates: Outreach-to-meeting, MQL-to-SQL, and SQL-to-opportunity rates
• Ramp & Hiring: Time to hire and ramp new SDRs
• Recycled Leads: Contribution of recycled/old leads to pipeline
• Event Support: Number of meetings booked before or during key events
• Compensation-Linked KPIs: Variable compensation tied to SDR team’s pipeline and influenced revenue

Required Skills

Sales Outbound Sales training Sales Development B2B Team Handling lead generation Revenue generation