Sales Development Team Lead

Confidential Careers; Makati; On-site; PHP 1,200,000 - 1,800,000; Full time

Job summary

Confidential Careers in Metro Manila seeks a Sales Development Team Lead to guide the SDR team in Manila. You will translate targets into daily activity, coach on discovery, qualification, and demo scheduling, and ensure CRM accuracy and timely follow-ups.

You will partner with Account Executives to optimize handoffs and drive demo generation and pipeline growth. The role requires leading by example, monitoring metrics, and implementing improvements.

Qualifications

• Proven experience in sales development or related function.
• Previous leadership or coaching experience.
• Strong understanding of prospecting and qualification methodologies.
• Ability to analyze sales performance metrics and drive improvements.
• Proficient in CRM systems and sales productivity tools.

Responsibilities

• Own the team's qualified demo generation results and monitor performance.
• Ensure SDRs meet daily outbound activity expectations based on standards.
• Maintain accurate CRM data and documentation for leads and opportunities.
• Coach SDRs on discovery, qualification, objection handling, and next steps.
• Coordinate effectively with Account Executives for seamless handoffs.
• Lead daily huddles and performance reviews; provide data-driven updates.

Skills

Team leadership

Coaching

CRM proficiency

Pipeline management

Tools

CRM software

Job description

The Sales Development Team Lead is responsible for leading the day-to-day execution, performance, and development of the Sales Development Representative (SDR) team. The role translates sales objectives into consistent frontline activity, qualified demo generation, disciplined lead management, and effective post-handoff follow-up. The Team Lead is accountable for team results while building the capability, ownership, and operating discipline of each SDR.

Role Purpose

To ensure the team consistently generates qualified demos for the Account Executive (AE) team, maintains accurate and actionable CRM records, and protects demo attendance through timely follow-up while coaching SDRs to deliver quality conversations and meet agreed performance standards.

Key Responsibilities

1. Team Performance & Qualified Demo Generation

• Own the team's qualified demo generation results and monitor individual and aggregate performance against established conversion targets.
• Ensure SDRs meet daily outbound activity expectations based on approved operational standards.
• Monitor both activity volume and demo quality, ensuring only qualified opportunities are handed off to the AE team.
• Review call outcomes, conversion trends, and pipeline gaps; identify root causes and implement timely corrective actions.

2. Coaching, Quality & Capability Development

• Conduct regular call reviews, side-by-side coaching, and one-on-one performance discussions focused on discovery, qualification, objection handling, value articulation, and next-step setting.
• Coach SDRs to validate prospect needs, interest, and readiness before scheduling demos.
• Identify skill gaps and implement development plans while tracking improvement through observable behaviors and performance results.
• Ensure every assigned lead is actively worked, accurately documented, and maintained within the CRM.
• Monitor compliance with defined outreach cadences and follow-up requirements.
• Prevent leads from becoming inactive without documented next actions.
• Audit call, email, voicemail, status, and next-step documentation to maintain data integrity.
• Ensure complete lead visibility and ownership across the sales process.

4. Post-Handoff Follow-Up & AE Coordination

• Ensure SDRs promptly re-engage prospects who miss scheduled meetings or demos.
• Monitor follow-up completion, quality, and CRM documentation.
• Coordinate effectively with Account Executives to maintain seamless prospect transitions.
• Escalate recurring attendance, handoff, or conversion issues and implement corrective actions.

5. Daily Operations, Reporting & Accountability

• Lead daily huddles and performance reviews covering activity, opportunities, follow-ups, priorities, and blockers.
• Maintain accurate performance trackers and provide data-driven updates on team performance, risks, and recovery plans.
• Manage attendance, schedule adherence, workload distribution, and team coverage in accordance with company policies.

6. Stakeholder Partnership & Process Improvement

• Build effective working relationships with Account Executives and key internal stakeholders.
• Identify process, data, systems, and workflow improvement opportunities.
• Support implementation of approved process enhancements and ensure team adoption of updated standards.

Performance Measures

Performance will be evaluated based on team results in:

• Lead Management & CRM Compliance
• Team Coaching & Performance Improvement
• Operational Excellence and Reporting Accuracy

Key Working Relationships

• Internal Partners: Account Executives (AEs), Sales Leadership, Operations Teams, and other stakeholders as required.

Qualifications

• Proven experience in sales development, lead generation, business development, appointment setting, or a related sales function.
• Previous leadership experience or demonstrated ability to coach and manage performance.
• Strong understanding of prospecting, qualification methodologies, objection handling, and sales processes.
• Ability to analyze sales performance metrics and drive improvement initiatives.
• Proficiency in CRM systems and sales productivity tools.
• Strong communication, organization, coaching, and stakeholder management skills.
• Adaptable to changing business priorities, targets, and processes.

Success in This Role

Success is demonstrated by consistent achievement of qualified opportunity targets, strong CRM discipline, timely prospect follow-up, effective collaboration with Account Executives, and continuous improvement in team performance through coaching and accountability.