Sales Development Representative Team Lead

Description

Role Overview

The Team Lead - Lofty Front is responsible for leading the day-to-day execution, performance, and development of the Lofty Front 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 US 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

Requirements

Key Responsibilities

1. Team Performance & Qualified Demo Generation

· Own the team’s qualified demo generation results and monitor individual and aggregate performance against the 1% qualified-demo conversion target.

· Ensure SDRs meet the applicable daily outbound dial expectation: 100 dials per working day under the current operating setup, increasing to 120 only after the new dialer is introduced, tested, and confirmed fully operational.

· Monitor both activity volume and demo quality; ensure only demos that meet agreed qualification criteria and are properly handed off to the US AE team are counted.

· 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 clear next-step setting.

· Coach SDRs to confirm each prospect’s interest, needs, and readiness before scheduling and handing off a demo.

· Identify skill gaps and create focused coaching or development plans, then track improvement through observable call behaviors and performance results.

3. Lead Hygiene, CRM Accuracy & Outreach Cadence

· Ensure every assigned lead is worked, accurately documented, and kept current in the CRM.

· Monitor compliance with the required 9-day outreach cadence for leads that have not responded or converted.

· Prevent leads from remaining stale or without a documented next action for more than 10 calendar days.

· Audit call, email, voicemail, outcome, status, and next-step documentation; address gaps promptly and reinforce consistent recordkeeping.

· Maintain clear ownership and visibility so another team member can understand the complete outreach history and next action.

4. Post-Handoff Follow-Up & AE Coordination

· Ensure SDRs re-engage prospects who miss a scheduled demo with a US AE and initiate follow-up within 24-48 hours.

· Monitor follow-up completion, quality, and CRM documentation, and ensure an appropriate combination of call, email, and/or voicemail is used.

· Coordinate with the US AE team as needed and maintain clear SDR ownership until the prospect’s next step is confirmed.

· Escalate recurring attendance or handoff issues and implement actions to reduce avoidable demo losses.

5. Daily Operations, Reporting & Accountability

· Lead daily huddles and performance check-ins to review activity, qualified demos, lead priorities, follow-ups, blockers, and commitments.

· Maintain accurate performance trackers and provide timely, evidence-based updates on team results, risks, and recovery actions.

· Manage attendance, schedule adherence, workload distribution, and day-to-day team coverage in line with company policies.

6. Cross-Functional Partnership & Process Improvement

· Maintain effective working relationships with US AEs and relevant internal stakeholders to support clean handoffs and a consistent prospect experience.

· Surface recurring process, data, tooling, and dialer issues with clear examples and recommended solutions.

· Support implementation of approved process changes and ensure the team understands and consistently follows updated standards.

Performance Measures

The Team Lead’s monthly performance will be evaluated using the Lofty Front Team Lead KPI Scorecard. The scorecard is aligned to the SDR KPI structure: Qualified Demo Generation (70%), Lead Hygiene & Cadence (20%), and Post-Handoff Follow-Up (10%). The Team Lead is measured on team outcomes as well as the effectiveness of monitoring, coaching, and corrective action within those areas.

Key Working Relationships

· Direct reports: Lofty Front Sales Development Representatives (SDRs).

· Internal partners: US Account Executives (AEs), Service Delivery Leadership, and other operational stakeholders as required.

Role Requirements & Competencies

· Demonstrated experience in sales development, outbound prospecting, appointment setting, or a related customer-facing sales function.

· Prior team leadership or demonstrated ability to coach, guide, and hold individual contributors accountable.

· Strong understanding of discovery, lead qualification, objection handling, and effective sales handoffs.

· Ability to interpret activity and conversion data, identify performance trends, and translate findings into action.

· Strong CRM discipline, documentation skills, communication, organization, and follow-through.

· Comfortable working with changing processes, targets, and sales tools while maintaining team focus and execution.

Success in This Role

Success means the team consistently achieves qualified demo expectations without sacrificing lead quality; assigned leads are actively worked and accurately documented; missed demos receive timely, owned follow-up; and SDR performance improves through regular coaching, clear accountability, and strong coordination with the US AE team.