Hindustan Times - Head - Sales Development Representative (5-7 yrs)

We are seeking an experienced and strategic leader to head our Sales Development Representative (SDR) team. As the SDR Head, you will be responsible for developing and executing strategies to drive lead generation, nurture prospects, and build a strong pipeline for the sales team. You will oversee a team of SDRs, ensuring their success through effective training, coaching, and performance management.

Key Responsibilities:

1. Strategic Planning & Execution:

- Develop and implement a comprehensive SDR strategy aligned with the company's revenue goals.

- Identify and refine target markets, ICPs (Ideal Customer Profiles), and outreach approaches.

- Collaborate with marketing, sales, and product teams to ensure alignment on messaging and campaigns.

2. Team Leadership & Development:

- Hire, train, and mentor SDRs to achieve individual and team targets.

- Conduct regular performance reviews and provide actionable feedback for improvement.

- Foster a high-performance culture by setting clear goals, recognizing achievements, and addressing challenges proactively.

3. Process Optimization:

- Design, document, and refine the SDR workflow, including lead qualification, follow-up, and handover processes.

- Leverage data and CRM systems to track, analyze, and optimize SDR performance metrics (e.g., call rates, conversion rates, pipeline contribution).

- Implement tools and technologies to enhance productivity and efficiency.

4. Lead Generation & Nurturing:

- Oversee the generation and nurturing of qualified leads through personalized outreach (email, calls, LinkedIn, etc.).

- Monitor the quality of lead qualification and ensure a steady flow of opportunities for the sales team.

- Stay updated on industry trends and competitor activities to refine targeting and outreach strategies.

5. Reporting & Analysis:

- Regularly report on SDR team performance and its contribution to the overall sales pipeline.

- Analyze data to identify trends, gaps, and areas for improvement.

- Provide insights to leadership on market feedback and prospect challenges.

Key Qualifications:

- Proven experience (5+ years) in sales development, inside sales, or a related role, with at least 2+ years in a leadership position.

- Strong understanding of lead generation, outbound sales, and qualification techniques.

- Proficiency in CRM tools (e.g., Salesforce, HubSpot) and sales engagement platforms (e.g., Outreach, SalesLoft).

- Excellent communication, coaching, and team management skills.

- Data-driven mindset with the ability to analyze and act on metrics.

- Demonstrated ability to build and scale SDR teams.

- Experience working in B2B environments, preferably SaaS or tech-enabled services.