Sales Development Team Lead

Job description

About OpenSesame

OpenSesame helps develop the world’s most productive and admired workforces. With the most comprehensive catalog of elearning courses from the world’s top publishers, we are here to help you every step of the way, from finding courses, mapping them to your core competencies, syncing them with your Learning Management System to increasing utilization and improving your Learning & Development programs. Not only will you have the flexibility of multiple purchasing options from OpenSesame, you’ll find it simple to use and administer your elearning courses. To learn more, visit

About the team

The Sales Development Team Lead plays a critical role in growing our business. The primary focus of this position is to lead a team of sales development representatives (SDRs) that are responsible for evangelizing OpenSesame to deliver qualified leads to the sales team. The SDR Team Lead is a player-coach. They will sit with the SDR team, be very organized, accountable for the team’s success and take responsibility for continuous coaching as well as training of the team. The team lead will align SDR goals and activities with our Go To Market plans to ensure the company achieves growth targets. This role works closely with the sales and marketing teams to maximize pipeline creation and reports to the Manager of Sales Development.

Our ideal candidate is an ambitious, energetic, self-motivated team player with high social intelligence and a natural inclination to win. They are very driven and can show evidence that they thrive in a competitive, merit-based environment.

Job Description

SDR Responsibilities

  • Model SDR responsibilities as Lead SDR
  • Ensure personal metrics and sales objectives met
  • Fearlessly prospect via phone, email and social media to drive new business (Hunter)
  • Creative outbound prospecting within your named accounts
  • Leveraging sales tools such as LinkedIn Navigator to network with potential customers
  • Achieving and exceeding weekly/monthly metrics (appointments, qualified leads, new contacts, etc.)
  • Gain business knowledge through researching how different businesses operate, leadership structures, what their pain points are and challenges they face everyday
  • This is an individual contributor role that reports to a sales manager who values in-the-moment coaching, weekly one on ones as well as autonomy to allow you to own your success
  • Pipeline organization and collaboration with Account Executives for qualified meetings
  • Daily team huddles to celebrate wins and share goals
  • Set up meetings with potential clients and listen to their wishes and concerns
  • Conducting market research to identify selling possibilities and evaluate customer needs
  • Collaborate with Marketing by providing feedback and input on prospect marketing campaigns

Team Lead Responsibilities

  • Identify target accounts and prospects and then effectively pitch OpenSesame to set appointments with qualified prospects
  • Manage day to day operations of 7-8 SDRs
  • Help with overall recruiting and hiring of new SDRs
  • Be responsible for onboarding, training, and coaching SDRs
  • Motivate SDRs to exceed goals through coaching and incentives
  • Monitor and refine lead and ABM processes; continually optimize Outreach, SFDC and other selling tools to improve rep productivity
  • Work with sales to optimize pipeline creation and efficient lead handoff
  • Oversee snippet, template and sequence development/refinement for assigned team
  • Work with various tools to develop target account and lead lists for SDRs
  • Analyze data to identify trends and communicate appropriately to marketing team and management
  • Ensure compliance of SDR processes and productivity metrics

Desired Skills & Experience

  • One to three years at a B2B organization in a Sales Development or Inside Sales role
  • Thorough understanding and experience leveraging Account based Sales Development strategies
  • Building out target accounts
  • Identifying key personas
  • Utilizing Intent data to prioritize and personalize
  • Excellent customer-facing skills using written or verbal communication
  • Experience in utilizing and managing Salesforce data including reporting
  • Experience utilizing Outreach, ZoomInfo, Linkedin Sales Navigator, Drift, Calendly, Vidyard, 6Sense
  • Highly organized around metrics and able to manage time effectively, work independently and be self-motivated to generate pipeline
  • Results driven and able to work through rejection
  • Demonstrated ability to handle multiple priorities effectively and efficiently
  • Proven success as a sales professional with an ability to lead the SDR team by example
  • Passion for training, motivating and coaching in a fast-growth environment
  • Superior written and verbal communication skills
  • Excellent time management and organization skills
  • Strong analytical skills to use data to optimize processes
  • Strong problem solving skills
  • Knowledge of HR and talent development preferred but not required
  • BA/BS degree is preferred

E-learning company providing online training courses for businesses.