Team Lead - IT Tele Sales

The Team Leader - Tele Sales is responsible for leading a high-performing SMB sales development team focused on account growth, upsell revenue, cross-sell opportunities, and new SMB customer acquisition. The role combines frontline sales leadership with hands-on commercial engagement, ensuring consistent pipeline generation, deal conversion, and revenue growth across assigned SMB accounts.

Working closely with Sales leadership and Account Managers, the Team Leader drives performance across the SMB portfolio while fostering a results-oriented, customer-centric, and high-performance sales culture.

Responsibilities:

Sales Leadership & Team Management

• Lead, coach, and manage a team of Tele Sales Executives / SDRs responsible for SMB account management and lead generation
• Drive overall team performance across: Upsell revenue, Cross-sell opportunities, and New SMB customer acquisition
• Conduct regular coaching sessions, call reviews, and performance feedback discussions
• Foster a performance-driven and customer-focused team culture aligned with business objectives

Pipeline & Revenue Growth

• Drive account growth strategies across the SMB portfolio in collaboration with Sales leadership
• Ensure disciplined pipeline generation, progression, and deal closure across the team
• Monitor account expansion opportunities and ensure timely execution of upsell and cross-sell initiatives
• Personally engage in strategic or high-value SMB opportunities where required
• Support the team in improving conversion rates and accelerating pipeline movement

Sales Operations & CRM Management

• Ensure strong adherence to CRM hygiene, reporting accuracy, and forecasting discipline using Salesforce or similar platforms
• Monitor team activity metrics and pipeline health to ensure alignment with targets and KPIs
• Maintain visibility on account performance, pipeline coverage, and sales progression across the SMB portfolio
• Support data-driven decision-making through accurate reporting and sales insights

Cross-Functional Collaboration

• Work closely with Account Managers and Sales leadership on: Account planning, Opportunity prioritization, and Revenue growth initiatives
• Collaborate with internal stakeholders to ensure alignment on customer engagement and commercial priorities
• Support continuous improvement of SMB sales processes and customer engagement approaches

Requirements

• 4-7 years of experience in: B2B sales, Inside sales, SMB account management, Lead generation environments
• Proven track record in: Upselling, Cross-selling, Closing SMB and short-cycle sales opportunities
• Prior experience leading, mentoring, or coaching sales teams (formal or informal leadership experience)
• Strong understanding of ICT, technology services, or digital solutions sales is preferred
• Hands-on experience with Salesforce or similar CRM platforms
• Bachelor’s degree in business administration, Marketing, Sales, Information Technology, or a related field.