Team Lead, Strategic Sales Development Representative

Boston, MA, US

Job Description / Skills Required

Job Description
As a player/coach leveraging an Account Based Marketing strategy, the Strategic Sales Development Team Leader’s role is to generate, prospect, and qualify self-generated leads for the Zerto Strategic Accounts team, while leading a group of outbound SDRs. The successful candidate will report to the Sales Development Manager, and will be responsible for meeting quota requirements.

This role is an excellent opportunity for an individual with a passion for leadership as well as self-directed prospecting to prove him or herself at the ground floor of a fast paced sales environment, in an growth-stage software company. This is a new role being added to our existing Sales Development Team.

Responsibilities Include

As a player/coach, achieve personal and team lead conversion goals for targeted accounts.
Build/develop and then refine a B2B Outbound sales team working with ABM methodologies
Prospect for new business opportunities through outbound initiatives including cold calling, email, Inmail and lead sourcing
Lead/develop and influence outbound SDR team members to successfully sell the B2B value proposition to potential prospects
Ability to convert leads into revenue-generating sales through consistent relationship building techniques and the use of Salesforce and outbound dialing capabilities
Articulate ABM trends, works on course correction and individual team/SDR development plans
Control and drives workflow on the floor to ensure optimal efficiency and maximum sales output
Prioritize target accounts & identify multiple decision makers and budgets in accounts
Proactively assess group and create and implement action plans to improve results
Drive performance using data analysis and sales process skills
Implement, lead and track team contests to boost morale and positive intra team competition
Qualify leads by relating business fit, objectives, and goals to Zerto’s BC/DR solution with hopes of scheduling meetings for the Sales team.
Assist marketing team with effective feedback on all campaigns


3+ years’ experience in B2B lead gen programs, outbound sales development or inside sales
2+ years’ Business Development or Inside Sales Team Lead experience
Demonstrated ability to inspire and develop entry-level sales talent
Sincere passion for and demonstrated success in prospecting and outbound calling – looking for a “hunter”
Proven experience working within Salesforce, analyzing data and creating reports to drive and assess individual SDR and team performance
Operational expertise – processes, reporting, organizational skills and sales training and coaching
Experience in a technology or software industry
Effective communication, presentation and listening skills
Proven ability to build relationships/rapport and to interface well others in the organization

Required Qualifications

All of the intangibles; self-motivated, focused, driven, high energy, competitive, ability to deal with objections, as well as a strong attention to detail.
A good technical aptitude and genuinely interested in technology.
Excellent written and verbal communication skills to be effective in positioning a clear, concise and well-understood message.
Ability to work in a fast paced, early-stage environment that requires willingness to learn and apply new concepts and strategies quickly.

Desired Qualifications

A Bachelor’s degree is required, preferably in a Business-related program.
1-3 Years sales experience preferably within IT (storage/virtualization/backup).
Experience using CRM.

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