Team Lead, Principal Sales Development

Deltek; Tampa (FL); On-site; USD 120,000 - 150,000; Full time

Job summary

Deltek is seeking a Team Lead, Principal Sales Development to guide a high-performing SDR team, drive pipeline growth, and support the Global Sales mission. You will coach, mentor, and develop each member while partnering with Sales and Marketing to optimize processes and platforms.

Responsibilities include recruiting and ramping SDRs, managing the CRM and SalesLoft, delivering monthly performance insights, and fostering cross-geographic collaboration.

Qualifications

• 2–5 years of SDR or inside sales experience with a demonstrated quota-carrying history
• Proven experience in a team lead, subject matter expert, mentoring, or coaching capacity — formal management title not required; approximately 9 months to 1 year of leadership exposure preferred
• Strong coaching, accountability, and performance management skills with the ability to develop individuals at varying performance levels
• Demonstrated ability to manage pipeline, analyze data, and translate insights into actionable coaching strategies
• Deep knowledge of the full sales cycle and modern outbound prospecting methodologies
• Demonstrated experience with consultative sales approaches
• Strong cross-functional collaboration skills, with experience partnering across Sales and Marketing teams
• Self-starter mindset with a proactive approach to identifying and addressing challenges before they escape
• Bachelor's degree preferred; equivalent professional or military experience accepted

Responsibilities

• Recruit, onboard, and ramp SDRs while actively mentoring and developing each team member's skills and career trajectory
• Lead, coach, and hold SDRs accountable to defined performance plans and quota attainment targets
• Maintain the SalesLoft platform and CRM system; deliver monthly performance reports and update platform configurations as business needs evolve
• Manage pipeline health and activity metrics, using a data-driven approach to identify trends and coaching opportunities
• Model and promote a culture of sales excellence, intensity, proactive problem-solving, and courageous authenticity
• Ensure adherence to established sales processes and best practices across the team
• Provide ongoing training, situational coaching, and structured development plans for each SDR
• Interact with Sales and Marketing leadership to provide actionable, two-way feedback that informs strategy
• Foster cross-geographic collaboration by creating opportunities for SDRs to engage with the broader SDR organization
• Prepare and present data-driven insights for monthly waterfall business reviews
• Lead or contribute to internal project teams and enablement initiatives focused on process improvement, culture, and business growth

Skills

Team leadership

Coaching

Data-driven

Sales cycle knowledge

Outbound prospecting

Cross-functional collaboration

Mentoring

Education

Bachelor's degree preferred

Equivalent professional or military experience accepted

Tools

SalesLoft

CRM (Salesforce)

Outreach

Job description

As a Team Lead, Principal Sales Development at Deltek, you will lead and inspire a high-performing team of Sales Development Representatives (SDRs) to drive pipeline growth and exceed targets. You will serve as a coach, strategist, and cross-functional partner — ensuring process excellence, platform optimization, and the ongoing development of your team. This role is central to Deltek's Global Sales mission of empowering project-based businesses to achieve their goals.

Key Responsibilities

• Recruit, onboard, and ramp SDRs while actively mentoring and developing each team member's skills and career trajectory
• Lead, coach, and hold SDRs accountable to defined performance plans and quota attainment targets
• Maintain the SalesLoft platform and CRM system; deliver monthly performance reports and update platform configurations as business needs evolve
• Manage pipeline health and activity metrics, using a data-driven approach to identify trends and coaching opportunities
• Model and promote a culture of sales excellence, intensity, proactive problem-solving, and courageous authenticity
• Ensure adherence to established sales processes and best practices across the team
• Provide ongoing training, situational coaching, and structured development plans for each SDR
• Interact with Sales and Marketing leadership to provide actionable, two-way feedback that informs strategy
• Foster cross-geographic collaboration by creating opportunities for SDRs to engage with the broader SDR organization
• Prepare and present data-driven insights for monthly waterfall business reviews
• Lead or contribute to internal project teams and enablement initiatives focused on process improvement, culture, and business growth

Qualifications

• 2–5 years of SDR or inside sales experience with a demonstrated quota-carrying history
• Proven experience in a team lead, subject matter expert, mentoring, or coaching capacity — formal management title not required; approximately 9 months to 1 year of leadership exposure preferred
• Strong coaching, accountability, and performance management skills with the ability to develop individuals at varying performance levels
• Demonstrated ability to manage pipeline, analyze data, and translate insights into actionable coaching strategies
• Deep knowledge of the full sales cycle and modern outbound prospecting methodologies
• Demonstrated experience with consultative sales approaches
• Strong cross-functional collaboration skills, with experience partnering across Sales and Marketing teams
• Self-starter mindset with a proactive approach to identifying and addressing challenges before they escape
• Bachelor's degree preferred; equivalent professional or military experience accepted

Preferred Qualifications

• Experience with relevant sales tech stack: Salesforce, SalesLoft, or Outreach
• Background in sales enablement, onboarding program development, or SDR training
• Experience leading SDR teams within a SaaS or enterprise software environment
• Familiarity with project-based industries such as architecture, engineering, construction, or government contracting
• Demonstrated courageous authenticity — a track record of speaking up, driving change, and leading with transparency