About the Role

We are seeking experienced Program Managers (SDR Team Leads) to own the performance and results of our Sales Development Representative (SDR) teams. The primary responsibility of this role is to ensure your team consistently hits and exceeds pipeline and meeting targets with high-quality, sales-qualified leads (SQLs).

Program Managers serve as player-coaches — balancing leadership of their SDR team with individual contributor responsibilities, including generating their own quota of SQLs through prospecting and multichannel outreach.

You will work closely with the Program Director and the Functional Lead (Training Manager) to ensure both team and individual pipeline production meet company goals.

Quota Attainment & Pipeline Quality (#1 Priority)

• Ensure your SDR team hits and exceeds quotas for meetings booked and pipeline contribution.

• Act as an individual contributor, owning your own quota and generating high-quality SQLs.

• Design, implement, and continuously improve multichannel outreach sequences (calls, emails, LinkedIn, SMS, etc.) to maximize connect and conversion rates.

• Monitor performance dashboards for both team and individual activity, addressing risks proactively.

• Run daily/weekly performance huddles to maintain urgency around hitting SQL and quota targets.
  
  

Coaching & Development

• Provide structured 1:1 and group coaching sessions focused on cold calling, qualification, and messaging.

• Lead by example in prospecting and pipeline generation, demonstrating best practices to the team.

• Partner with the Functional Lead to roll out training programs that strengthen SDR ability to generate SQLs.

• Mentor SDRs toward higher performance and long-term career growth.
  
  

Quality & Accountability

• Ensure SDRs follow qualification frameworks, messaging guidelines, and CRM processes.

• Balance quantity and quality, ensuring every lead handed to Account Executives is sales-qualified.

• Audit sequence and outreach effectiveness to improve SDR performance and SQL conversion.
  
  

Collaboration & Reporting

• Align team performance with overall sales strategy in partnership with the Program Director.

• Share insights with the Functional Lead to improve QA and training initiatives.

• Provide regular reports on team performance, individual contribution, SQL quality, and quota progress.

• Collaborate with Marketing and Sales to refine ICP targeting and outreach strategy.
  
  

Qualifications

• 5+ years of SDR experience with a proven track record of exceeding quota and generating SQLs.

• 3+ years of leadership experience managing SDRs, BDRs, or Inside Sales teams.

• Demonstrated success as both a top-performing SDR and a team leader.

• Hands-on experience in building, executing, and optimizing multichannel outreach sequences.

• Strong expertise in outbound prospecting, cold calling, and qualification frameworks.

• Skilled in balancing leadership, coaching, and individual quota responsibilities.

• Proficiency in CRM and sales engagement tools (HubSpot, Salesforce, Outreach, SalesLoft, Apollo, or similar).
  
  

Nice to Have (Preferred but not Required)

• Leadership experience in a high-growth B2B SaaS environment.

• Familiarity with sales methodologies (Sandler, Challenger, SPIN Selling) with emphasis on qualification.

• Advanced use of sales enablement tools (Gong, Chorus, ZoomInfo, Apollo) for call review and sequence optimization.