AVP - Lead Generation/Inside Sales - UK/US/EMEA/AU

Job description

**Position Summary** We are seeking an innovative and strategic Sales Development Representative (SDR) Leader for a high-performing outbound and inbound prospecting organization. This role is responsible for overseeing a team across business units, driving pipeline generation, developing frontline talent, optimizing performance, and partnering closely with Sales and Marketing leadership to drive business value. The ideal candidate is a strong people leader with experience managing managers or large distributed teams in a fast-paced B2B sales environment. This individual will own SDR performance, process excellence, talent development, and cross-functional alignment to support company growth objectives with a focus on Data and AI. **Key Responsibilities** **Team Leadership & Management** - Foster a high-performance, accountability-driven culture focused on pipeline creation, collaboration, and continuous improvement. - Conduct regular 1:1s, team meetings, coaching sessions, and performance reviews. - Recruit, onboard, and retain top SDR talent while building bench strength. - Create clear career progression paths and development plans for SDR team members. **Pipeline Generation & Revenue Impact** - Drive outbound and inbound lead qualification efforts to achieve pipeline and revenue targets. - Monitor team performance against KPIs including: - Meetings booked - Sales qualified opportunities (SQOs) - Pipeline generated - Conversion rates - Activity metrics - Partner with Account Executives and Sales Leadership to ensure smooth lead handoff and pipeline progression. - Develop and implement scalable prospecting strategies across multiple verticals and business units leveraging AI and automation. **Operational Excellence** - Analyze SDR performance data and identify trends, gaps, and opportunities for optimization. - Oversee reporting dashboards, forecasting models, and territory alignment strategies. - Improve workflows, cadences, messaging, and outreach effectiveness using data-driven insights and AI. - Ensure CRM hygiene and process compliance across the organization. - Collaborate with Sales Acceleration to improve tooling, automation, and reporting capabilities. **Cross-Functional Collaboration** - Partner with Marketing to align campaign strategy, lead routing, messaging, and target account initiatives. - Collaborate with Marketing and Sales Acceleration to develop training materials, call scripts, and objection-handling frameworks. - Support go-to-market initiatives for new products, verticals, and strategic campaigns. - Act as a key stakeholder in quarterly business planning and revenue strategy discussions. **Coaching & Enablement** - Deliver ongoing sales coaching focused on discovery, objection handling, prospecting techniques, and messaging effectiveness. - Run call reviews, role-playing sessions, and onboarding programs. - Identify skill gaps and implement targeted training initiatives to improve performance across teams. **Qualifications** **Required** - 12+ years of experience in Sales Development, Business Development, or Inside Sales. - 7+ years of experience managing large SDR/BDR teams, preferably in a multi-segment or multi-business-unit environment. - Proven track record of achieving or exceeding pipeline generation targets. - Experience managing managers, team leads, or geographically distributed teams. - Strong analytical skills with experience using CRM and sales engagement platforms. - Excellent communication, coaching, and leadership abilities. **Preferred** - Experience in SaaS, technology, or high-growth B2B environments. - Familiarity with tools such as: - Salesforce - Outreach - HubSpot - LinkedIn Sales Navigator - Experience with territory planning, forecasting, and sales operations alignment. - Bachelor’s degree in Business, Marketing, Communications, or related field. **Key Performance Indicators (KPIs)** - Pipeline generated - Sales qualified opportunities (SQOs) - Meeting conversion rates - SDR attainment and productivity - Lead response time and SLA compliance - Team retention and employee engagement - Ramp time for new hires - Forecast accuracy **Core Competencies** - Leadership & people development - Strategic thinking - Sales process optimization - Data-driven decision making - Cross-functional collaboration - Experience with AI tools and automation - Change management - Communication & executive presence - Coaching and performance management