Team Lead, Sales Development

 

Location: Downtown Toronto, 4 days in the office and Friday remote half day, until 1 pm.

A fast-growing global SaaS company in the AI-driven technology industry is seeking a Team Lead, Sales Development, to manage and scale a high-performing team of SDRs and BDRs. This role is both strategic and hands-on: the successful candidate will guide team performance while actively contributing to pipeline-building activities.

The primary mission of this role is to accelerate revenue growth by building a global pipeline engine that consistently delivers qualified opportunities across regions and segments. The Team Lead will define the strategy, build repeatable processes, and model excellence through direct execution—ensuring the team effectively converts marketing signals and outbound outreach into measurable results.

Success requires a data-driven approach, a strong partnership with Sales, Marketing, and Revenue Operations, and a deep understanding of how early pipeline activities influence later-stage outcomes. The Team Lead will mentor, coach, and develop the team while also generating outbound pipeline personally when needed.

Key Responsibilities

Team Leadership
• Lead and develop a team of SDRs/BDRs, providing guidance, motivation, and mentorship to achieve and exceed pipeline targets.

Outbound Strategy
• Build and implement outbound prospecting strategies in partnership with sales and marketing leadership to deliver a consistent flow of high-quality leads.

Performance Management
• Monitor activity metrics and KPIs (calls, emails, meetings, qualified leads) to ensure team and individual performance stays on track.

Coaching & Development
• Deliver regular coaching, training, and feedback to strengthen skills in cold outreach, qualification, and messaging. Collaborate with Enablement on onboarding programs that help new hires ramp quickly.

Player–Coach Execution
• Drive outbound activity personally to model best practices, validate new messaging, and support pipeline coverage.

Lead by Example
• Participate actively in cold outreach (calls, emails, social outreach) to demonstrate effective techniques and support team momentum.

Cross-Functional Collaboration
• Partner with Sales, Marketing, and Operations to ensure smooth lead handoff, aligned targeting, and a cohesive go-to-market approach.

CRM & Reporting
• Maintain high CRM hygiene across the team and provide regular reporting on pipeline health, lead quality, and performance trends.

Process Improvement
• Continuously evaluate and optimize outreach workflows, tools, and messaging to improve efficiency and conversion rates.

Market Insights
• Stay informed on market trends, buyer behaviour, and competitive dynamics to help refine prospecting strategies.

Success Indicators – First 6 Months

Consistent KPI Achievement
• The BDR team reliably meets or exceeds activity and qualification goals with demonstrated month-over-month improvement.

Global Pipeline Coverage
• Regional pipeline quotas and coverage models are clearly defined and aligned to overall revenue targets.

Effective Player–Coach Model
• The Team Lead generates meaningful pipeline personally and establishes best practices that the team successfully replicates.

Improved Onboarding & Skill Development
• New team members reach full productivity faster, and existing representatives show measurable improvement through structured coaching.

Job Requirements:

• Experience working in a SaaS or subscription-based software environment
• Background in sales development, business development, or outbound pipeline generation
• Experience leading, coaching, or supporting a team of SDRs and/or BDRs
• Demonstrated ability to generate a pipeline through outbound prospecting activities
• Understanding of how the early-stage pipeline contributes to revenue growth in a SaaS model

Sales & SaaS Knowledge

• Familiarity with SaaS sales cycles, renewals, and ongoing customer relationships
• Experience supporting revenue teams by delivering qualified sales opportunities
• Understanding of pipeline stages and lead qualification processes

It is important that candidates have experience with at least four of the following tools, and it is strongly preferred that these tools and skills be clearly listed on the resume:

• Data Engine: Apollo.io or ZoomInfo
• Multi-Channel Orchestrator: Outreach or Salesloft
• Coaching Tape: Gong or Chorus
• Enrichment Specialist: Clay or Waterfall.io
• LinkedIn Power-Up: Sales Navigator or Lusha