Sales Team Manager

Role: Sales Team Manager (SDR Team)

Role Definition

The Sales Team Manager for Sales Development Representatives (SDRs) is responsible for leading, mentoring and driving the performance of the SDR team to ensure the consistent generation of sales qualified leads to be passed on to the BD team for demos and closures and ensure pipeline growth. This role bridges the gap between marketing and sales by ensuring SDRs meet their targets and align with the organization’s growth strategy. The STM will lead, mentor, and hold the SDR team accountable, ensuring that each member is working towards the collective goal of achieving SQL leads.

Responsibility Deliverable

1. Team Management – To hire, onboard and train new SDRs, to mentor, motivate, and develop team members’ performance by setting clear goals and KPIs for the team.

2. Lead Management – Regularly check on the quality of leads generated to ensure the SDR team is achieving quality SQL targets consistently.

3. Sales Strategy – To set targets for the SDR team and create strategies to achieve them consistently.

4. Self-Growth – Develop skills and business knowledge to grow into the role of a senior sales manager.

Tasks & Activities

1. Team Management:

i. Collaborate with the TA team to ensure a minimum of 5 SDRs are onboarded at any given time.

ii. Conduct interviews (as per QL framework), hire and onboard qualified candidates.

iii. Train, monitor and provide consistent feedback during the OJT phase.

iv. Identify and retain the right candidates post training and OJT.

v. Conduct team stand-ups at the start and end of the day.

vi. Ensure upskilling on new products/services; monitor Saturday knowledge sessions and provide feedback.

vii. Conduct month-end reviews and complete performance reviews before the 7th of every month.

2. Lead Management:

i. Review CRM data for lead quality.

ii. Ensure lead qualification criteria is followed (AN mandatory, BANT for SQL).

iii. Generate and share weekly reports on lead quality and pipeline health.

iv. Collaborate with marketing to refine lead generation processes.

v. Ensure all leads are contacted within defined SLAs to prevent aging.

vi. Review SDR performance to ensure consistent SQL generation.

vii. Address discrepancies in outreach or follow-up processes.

viii. Coordinate with marketing to ensure sufficient leads for conversion.

ix. Conduct weekly meetings with marketing to improve lead quality.

3. Sales Strategy:

i. Define monthly and quarterly SQL targets.

ii. Break goals into daily and weekly tasks.

iii. Analyze past SDR performance data.

iv. Create structured outreach and follow-up plans.

v. Use sales enablement tools to improve efficiency.

vi. Track activity and pipeline through CRM dashboards.

vii. Identify underperformance and take corrective actions.

viii. Conduct market research and competitor analysis.

Measurement Metrics

1. Ensure a minimum of 60% of the team’s SQL target is achieved monthly and 100% annually.

2. Listen to one call per SDR per day and provide documented actionable feedback to SDR and HR teams.

3. Ensure 100% retention by supporting personal and professional growth plans

Job Types: Full-time, Permanent

Pay: ₹480,000.00 - ₹720,000.00 per year

Benefits:

• Food provided

Work Location: In person