Team Lead, Sales Development Representative

Calero is seeking a highly motivated Sales Development Representative (SDR) Team Lead to drive regional pipeline growth and accelerate revenue generation. This role involves balancing individual contribution with leadership responsibilities, leading a team of SDRs, and collaborating closely with Regional Account Executives to identify and qualify new business opportunities.

Responsibilities:

• Identify, research, and engage prospective customers within an assigned region
• Execute high‑volume outbound prospecting (calls, email, LinkedIn) to generate qualified meetings
• Qualify inbound and marketing‑generated leads to ensure alignment with ideal customer profiles
• Schedule and coordinate qualified meetings for Regional Account Executives
• Lead, coach, and support a team of SDRs to achieve individual and regional pipeline targets
• Serve as the primary day‑to‑day mentor for SDRs, providing guidance on outreach strategy, qualification, and execution
• Conduct regular 1:1s focused on performance, skill development, and career progression
• Lead call reviews, message feedback, and role‑play sessions to improve conversion and consistency
• Support onboarding, ramping, and ongoing enablement of new SDR team members
• Monitor team activity levels, conversion rates, meeting quality, and pipeline contribution
• Ensure consistent adherence to SDR processes, messaging standards, SLAs, and CRM hygiene
• Identify performance gaps early and partner with Sales Leadership to implement improvement plans
• Reinforce a culture of accountability, continuous improvement, and high performance
• Act as the SDR lead and primary sales development partner to 4–5 Account Executives
• Develop a deep understanding of regional accounts, whitespace opportunities, and target segments
• Collaborate with AEs on account strategies, outreach plans, and pipeline prioritization
• Ensure high‑quality handoffs and alignment between SDRs and AEs
• Provide consistent feedback on market conditions and prospect engagement
• Partner closely with Marketing to operationalize campaigns within the region
• Lead team usage of intent and ABM platforms (e.g., 6sense) to prioritize outreach
• Ensure timely follow‑up on nurture programs, campaign responses, and intent signals
• Support outreach related to regional marketing events, webinars, and field initiatives
• Provide structured feedback on campaign performance and lead quality
• Track and report on individual and team KPIs, including activity, conversion, and pipeline metrics
• Analyze trends and identify opportunities to improve outreach effectiveness
• Share best practices and insights across the SDR team and with Sales and Marketing leadership
• Continuously refine messaging, targeting, and process based on performance data

Requirements:

• 5–7 years of experience in sales, business development, and/or customer‑facing roles
• Demonstrated experience leading, mentoring, or coaching sales or development teams
• Strong communication skills (written, verbal, and interpersonal)
• Ability to manage multiple priorities while balancing individual and team responsibilities
• High level of motivation, resilience, and results orientation
• Comfort with technology and ability to quickly learn new tools and platforms
• Experience in B2B sales, SaaS, or technology environments
• Familiarity with CRM systems (e.g., Salesforce)
• Experience with sales engagement and ABM tools (e.g., 6sense, Salesloft)
• Experience supporting field sales teams or working within a regional sales structure
• Prior experience in a player‑coach or SDR Team Lead capacity