About the Role
We’re looking for a high-performing Sales Development Team Lead to accelerate Cerby’s outbound and inbound motion. You’ll lead by example—building pipeline, optimizing processes, and mentoring SDR(s). This is a hands-on leadership role ideal for someone ready to step into management while still keeping their prospecting skills sharp.
What You’ll Own
Own outbound with strategy and precision
- Define and execute outbound prospecting plays, segment target accounts by ICP and buying signals, and test personalized messaging across email, phone, social, etc.
- Set the tone for quality outreach—both by doing and by coaching.
Be the first responder to inbound
- Ensure fast, thoughtful follow-up for inbound leads. Lead from the front by showing how speed and context can turn clicks into conversations.
- Collaborate with marketing to refine lead scoring, routing, and follow-up workflows.
Coach and develop your SDR(s)
- Set weekly and monthly activity benchmarks and drive a high performance, results-oriented culture.
- Provide hands-on coaching in mock calls, email reviews, and 1:1s.
- Help SDR improve messaging, objection handling, and qualification skills to consistently achieve quota.
Run a tight pipeline ops machine
- Track performance metrics and pipeline coverage in partnership with Demand Gen and RevOps.
- Report on conversion rates, channel performance, and campaign impact.
- Continuously sharpen the SDR playbook based on what’s working.
Cross-functional collaboration
- Partner closely with AEs to ensure tight handoffs and account-level strategy.
- Collaborate with Marketing to optimize campaigns and experiment with new content, offers, and cadences.
- Share feedback with Product and GTM teams to inform messaging, ICP, and roadmap.
Minimum Requirements
- Minimum 3+ years in an SDR or BDR role, with experience mentoring or leading others
- B2B startup experience or proven ability to thrive in fast-paced, enterprise-sales environments
- Proven ability to hit or exceed pipeline targets
- Skilled in Outreach, Salesloft, Apollo, ZoomInfo, HubSpot, LinkedIn Sales Navigator, or similar tools
- Exceptional communicator—clear, concise, and confident across channels
- Strong call execution and objection handling
- Highly organized with attention to detail and follow-through
- Skilled in objection handling and live call execution—you don’t just do it, you excel at it
What Success Looks Like
- Consistently generates qualified pipeline through creative, multi-threaded outreach (targets to be determined during onboarding)
- Increases lead-to-opportunity conversion rates across inbound channels
- Consistently generates high-quality discovery meetings with ICP-aligned prospects, with a strong conversion rate from meeting to qualified opportunity
- Deliver the majority of meetings for your paired AEs to build pipeline and support account strategies that convert.
- Use a multichannel, personalized approach by combining email, phone, video, LinkedIn, and social touchpoints—tailoring outreach to the persona and buying context.
- Maintain clean, accurate data by logging activities, notes, and follow-ups in systems of record to support smooth handoffs and accurate reporting.
- Leverage tools like Clay, LinkedIn Sales Navigator, and ZoomInfo to source prospects with precision and intent.
- Shares actionable insights with Marketing and Sales to improve go-to-market strategy.