Carry a personal quota — own and close new contractor activations alongside team management responsibilities
Own cadence performance — manage SalesLoft cadence health, disposition routing, and A/B testing across NN, NFE, and NFO activation segments
Coach from call data — leverage Conversation Intelligence to identify rep patterns, deliver structured feedback, and drive win rate improvement by segment
Drive weekly analytics — pull and interpret pipeline reports from Salesforce, track step completion rates, and surface performance outliers before they become missed targets
Optimize objection routing — align cadence branching to top objection types (pricing, competition, timing) and continuously refine talk tracks
Develop your team — run data-grounded 1:1s, facilitate skill sessions, and build a culture of execution accountability

3–5+ years of quota attainment in a high-volume outbound or hybrid environment, ideally B2B SaaS or compliance/workforce management
Personal sales track record
Proven ability to use call recordings or CI tools to identify behavioral patterns and deliver targeted, rep-changing feedback
Comfortable pulling Salesforce reports, reading cadence analytics, and making decisions from pipeline data
Hands-on experience running and optimizing cadences in SalesLoft (preferred) or Outreach, not just using them
Prior experience as a senior rep, team lead, or informal people leader with demonstrated ownership of others’ development

Team Lead, Inside Sales

Key skills