Sales Development Rep - Team Lead

Greenlight Guru; Indianapolis (IN); Remote; USD 90,000 - 130,000; Full time

Job summary

Join a leading company in the medical device industry as a Sales Development Rep - Team Lead. This role involves coaching a team of SDRs, driving pipeline development, and collaborating cross-functionally to achieve sales goals. Ideal candidates will have a strong sales background and leadership experience, with a focus on performance and results.

Benefits

Flexible PTO policy

Home Office stipend

Medical, Dental, Vision insurance options

401k with company match

Equity program eligibility

Paid maternity and paternity leave

Disability insurance

Qualifications

• 3+ years of successful SDR/BDR experience.
• 1+ years of sales team leadership or management experience.
• Strong understanding of outbound sales and pipeline development.

Responsibilities

• Coach and develop SDRs to improve skills.
• Conduct regular 1:1s and team standups.
• Collaborate with Sales and Marketing on outbound targeting.

Skills

Coaching

Prospecting

Objection Handling

Qualification Skills

Communication

Data-driven

Education

Sales Experience

Team Leadership Experience

Tools

Salesforce

Gong Engage

6Sense

Job description

Join to apply for the Sales Development Rep - Team Lead role at Greenlight Guru.

At Greenlight Guru, we help the world’s most innovative medical device companies bring high-quality, life-changing products to market faster. We serve 1000+ global customers with our quality management and clinical data capture software, helping them get their products on the market and keep them there.

When you join the team at Greenlight Guru, you’ll be part of a collaborative, mission-driven team working in one of the most exciting and rewarding industries. Backed by JMI Equity, Greenlight Guru is growing—and looking for individuals who are difference-makers. Is that you?

The Role

We are seeking an experienced SDR Team Lead to join our Marketing Team. You will be a player-coach, responsible for achieving your own results while managing a team of 3 SDRs. Your goal is to drive qualified pipeline by leading from the front—hitting your targets, developing a high-performing team, and building a scalable SDR function. This role offers growth into a full-time leadership position as we expand.

This is an exciting opportunity for an emerging leader to help shape the next-gen SDR function at Greenlight Guru. If you are buyer-focused, passionate about creating exceptional journeys, performance-driven with a growth mindset, and energized by building repeatable systems through testing and optimization—while collaborating cross-functionally with Marketing and Sales—this is your role!

Your Contributions & Responsibilities

• Coach and develop SDRs to improve prospecting, objection handling, and qualification skills, measured by opportunity creation.
• Conduct regular 1:1s, call coaching, and team standups to reinforce skills and accountability.
• Help SDRs enhance their prospecting and qualification skills.
• Build and foster a team culture of performance, accountability, and continuous improvement.
• Work with sales to achieve quarterly quotas of qualified opportunities from various sources (inbound, outbound, partner-referred).
• Proactively target prospects using multi-channel outbound approaches (social selling, video, personalized emails, calls).
• Create and refine SDR playbooks, scripts, and email templates.
• Regularly audit inbound and outbound activities to ensure effective engagement with the right accounts.
• Collaborate with Sales, Demand Gen, and Product Marketing on outbound targeting, campaigns, positioning, and messaging.

Your Ideal Qualifications

• 3+ years of successful SDR/BDR experience with proven results.
• 1+ years of sales team leadership or management experience.
• Proven track record of coaching and leading team success.
• Strong understanding of outbound sales, pipeline development, and qualification frameworks.
• Operational acumen in building and iterating processes.
• Performance-minded and data-driven, leading with insights.
• Excellent written and verbal communication skills.
• Experience with Salesforce required; Gong Engage and 6Sense preferred.
• AI experience strongly preferred.

Benefits

• Flexible PTO policy and working hours.
• Home Office stipend.
• Medical, Dental, Vision insurance options.
• 401k with company match.
• Equity program eligibility.
• Paid maternity and paternity leave.
• Disability insurance.

This is a remote role, ideally near Indianapolis, Atlanta, Chicago, or Boston. The target earnings are up to $115,000, including base salary and commissions, with actual salary based on experience, education, skills, and location.

Greenlight Guru is an Equal Opportunity Employer. For accommodations, email [e-mail].