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

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

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• Foster a high-performance, accountability-driven culture focused on pipeline creation, collaboration, and continuous improvement.
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• Conduct regular 1:1s, team meetings, coaching sessions, and performance reviews.
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• Recruit, onboard, and retain top SDR talent while building bench strength.
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• Create clear career progression paths and development plans for SDR team members.
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Pipeline Generation & Revenue Impact

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• Drive outbound and inbound lead qualification efforts to achieve pipeline and revenue targets.
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• Monitor team performance against KPIs including:
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• Meetings booked
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• Sales qualified opportunities (SQOs)
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• Pipeline generated
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• Conversion rates
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• Activity metrics
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• Partner with Account Executives and Sales Leadership to ensure smooth lead handoff and pipeline progression.
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• Develop and implement scalable prospecting strategies across multiple verticals and business units leveraging AI and automation.
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Operational Excellence

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• Analyze SDR performance data and identify trends, gaps, and opportunities for optimization.
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• Oversee reporting dashboards, forecasting models, and territory alignment strategies.
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• Improve workflows, cadences, messaging, and outreach effectiveness using data-driven insights and AI.
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• Ensure CRM hygiene and process compliance across the organization.
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• Collaborate with Sales Acceleration to improve tooling, automation, and reporting capabilities.
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Cross-Functional Collaboration

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• Partner with Marketing to align campaign strategy, lead routing, messaging, and target account initiatives.
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• Collaborate with Marketing and Sales Acceleration to develop training materials, call scripts, and objection-handling frameworks.
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• Support go-to-market initiatives for new products, verticals, and strategic campaigns.
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• Act as a key stakeholder in quarterly business planning and revenue strategy discussions.
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Coaching & Enablement

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• Deliver ongoing sales coaching focused on discovery, objection handling, prospecting techniques, and messaging effectiveness.
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• Run call reviews, role-playing sessions, and onboarding programs.
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• Identify skill gaps and implement targeted training initiatives to improve performance across teams.
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Qualifications

Required

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• 12+ years of experience in Sales Development, Business Development, or Inside Sales.
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• 7+ years of experience managing large SDR/BDR teams, preferably in a multi-segment or multi-business-unit environment.
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• Proven track record of achieving or exceeding pipeline generation targets.
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• Experience managing managers, team leads, or geographically distributed teams.
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• Strong analytical skills with experience using CRM and sales engagement platforms.
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• Excellent communication, coaching, and leadership abilities.
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Preferred

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• Experience in SaaS, technology, or high-growth B2B environments.
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• Familiarity with tools such as:
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• Salesforce
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• Outreach
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• HubSpot
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• LinkedIn Sales Navigator
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• Experience with territory planning, forecasting, and sales operations alignment.
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• Bachelor’s degree in Business, Marketing, Communications, or related field.
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Key Performance Indicators (KPIs)

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• Pipeline generated
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• Sales qualified opportunities (SQOs)
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• Meeting conversion rates
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• SDR attainment and productivity
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• Lead response time and SLA compliance
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• Team retention and employee engagement
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• Ramp time for new hires
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• Forecast accuracy
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Core Competencies

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• Leadership & people development
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• Strategic thinking
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• Sales process optimization
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• Data-driven decision making
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• Cross-functional collaboration
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• Experience with AI tools and automation
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• Change management
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• Communication & executive presence
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• Coaching and performance management
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