Sales Development Representative Lead - E-Commerce

Mercury; Los Angeles (CA); Remote; USD 137,000 - 172,000; Full time

Job summary

An established industry player is seeking a Sales Development Representative Lead to drive growth and mentor a dynamic team. In this pivotal role, you will coach SDRs, manage pipeline health, and refine outbound messaging strategies to enhance conversion rates. You will collaborate across departments to align on ideal customer profiles and lead prioritization. This position offers the opportunity to shape the future of sales in a fast-paced environment, where your leadership will inspire excellence and innovation. If you thrive on challenge and are passionate about fostering a high-performing team, this role is perfect for you.

Benefits

Equity (stock options)

Competitive salary

Diversity and Inclusion initiatives

Flexible working environment

Qualifications

• 2-3+ years in Sales Development with leadership experience.
• Proven track record in coaching and managing SDRs.

Responsibilities

• Lead and coach SDRs to meet pipeline goals.
• Oversee pipeline health and distribution across the team.

Skills

Coaching SDRs

Pipeline Management

Outbound Sales Strategies

Written and Verbal Communication

Motivational Leadership

Adaptability

Education

Experience in B2B SaaS Sales Development

Leadership Experience

Tools

Salesforce

Salesloft

Apollo

Gong

LinkedIn Sales Navigator

Job description

San Francisco, CA, New York, NY, Portland, OR, or Remote within Canada or United States

At Mercury, we're building banking for ambitious companies. We recently announced our Series C funding, backed by top-tier investors like Sequoia, and we're scaling faster than ever. With more than 200K+ businesses using Mercury to manage their finances, our team is powering the next wave of innovation.

The Sales Development team is a critical part of that growth engine. We’re a high-performing, collaborative, and driven team that thrives on curiosity, creativity, and results. Now, we’re looking for an SDR Lead to help scale our SDR team's efforts. You'll be responsible for helping SDRs hit their pipeline goals, mentoring them on messaging and strategy, and shaping the playbook for how we break into and win in new verticals.

Here are some things you’ll do on the job:

• Lead & Coach: Provide high-impact 1:1 coaching to a group of SDRs focused on the driving pipeline in new verticals. Guide them through LinkedIn, email, and cold call strategies that drive meetings and create pipeline.
• Pipeline Management: Oversee pipeline health and lead distribution across the team to ensure consistent, qualified opportunity generation.
• Messaging Ownership: Help build and refine outbound messaging that resonates with our ICP.
• Conversion Optimization: Identify patterns in high-performing outreach and scale winning tactics to drive better conversion rates across the team.
• Training & Enablement: Build and lead training sessions on prospecting best practices, objection handling, and effective channel usage.
• Motivate & Inspire: Be a source of energy and accountability. Create a culture of excellence and continuous improvement on your pod.
• Cross-functional Partnership: Work closely with Sales, Marketing, and GTM Strategy to align on ICPs, lead prioritization, and campaign execution.

You Should have:

• 2–3+ years of experience in a Sales Development role within a high-velocity B2B SaaS environment, with at least 18+ months in a leadership role managing teams of 7+ sales reps.
• Proven track record of coaching SDRs 1:1 and leading training across cold calls, email, and LinkedIn outreach.
• Experience managing a large pipeline across multiple reps, able to analyze metrics, prioritize high-value opportunities, and course-correct quickly.
• Deep understanding of outbound sales strategies and how to drive consistent conversion from prospecting to qualified opportunity.
• Strong written and verbal communication skills, can articulate value propositions and give actionable feedback to SDRs.
• A motivating presence: you uplift those around you, create accountability, and lead by example.
• Comfortable operating in a fast-paced, ambiguous environment where experimentation and adaptability are key.
• Familiarity with tools like Salesforce, Salesloft, Apollo, Gong, and LinkedIn Sales Navigator plus awareness of new tools/ integrations/ AI use cases to improve SDR efficiency.
• Having a curious mindset and the ability to quickly ramp up on a new vertical is essential.

The total rewards package at Mercury includes base salary, equity (stock options), and benefits.

Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers.

Our target new hire base salary ranges for this role are the following:

• US employees in the New York City, Los Angeles, Seattle, or San Francisco Bay Area: $137,200 - $171,500
• US employees outside of the New York City, Los Angeles, Seattle, or San Francisco Bay Area: $123,500-$154,400
• Canadian employees (any location): 129,700 - 162,100 CAD

Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic. We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs. If you need assistance, or an accommodation, please let your recruiter know once you are contacted about a role.