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Team Lead, Sales Development

2 weeks ago

Toronto, Ontario, Canada SysAid Technologies Full time

As the Team Lead, Sales Development, you will lead a high-performing team of SDRs and BDRs. In this dual-capacity role, you'll not only guide the team's strategy and performance but also stay close to the work by personally driving pipeline-generating activities.

Your mission is to accelerate SysAid's revenue growth by building, optimizing, and scaling a global pipeline engine that delivers qualified opportunities across all regions and segments. You will design the strategy, implement repeatable processes, and model excellence through hands-on execution—ensuring the team consistently turns marketing signals and outbound efforts into measurable business impact.

Success in this role requires a data-driven mindset, strong cross-functional collaboration with Sales, Marketing, and RevOps, and a deep understanding of how early pipeline behaviors tie directly to bottom-of-funnel outcomes. You'll inspire, mentor, and develop your team while also rolling up your sleeves to contribute directly to pipeline creation when needed.

Key Responsibilities:

  •  Team Leadership: Manage and lead the BDR team, providing guidance, motivation, and mentorship to help the team meet and exceed lead generation goals.
  • Outbound Strategy: Develop and implement outbound prospecting strategies in collaboration with sales and marketing leadership to ensure a consistent pipeline of high-quality leads.
  • Performance Management: Monitor and evaluate the BDR team's performance, ensuring that individual and team KPIs (e.g., calls, emails, meetings scheduled, qualified leads) are consistently met.
  • Coaching & Development: Provide regular training, 1:1 coaching, and feedback to help team members improve their skills in cold calling, lead qualification, and email outreach. Partner with Enablement to design and refine onboarding programs that ramp new BDRs quickly and consistently. Share best practices and sales techniques.
  • Player–Coach Execution: Operate as a hands-on leader driving your own outbound activity while coaching the team in real time. Use your personal pipeline generation to model effective behavior, test new approaches, and validate best practices.
  • Lead by Example: Actively participate in outbound prospecting, setting an example for the team by generating your own leads through cold outreach (calls, emails, and social media).
  • Cross-functional Collaboration: Work closely with sales, marketing, and operations teams to ensure smooth lead handoffs, alignment on target markets, and effective messaging.
  • CRM & Reporting: Ensure the BDR team maintains accurate records of all sales activities and interactions in the CRM. Regularly report on team performance, lead quality, and pipeline health to senior leadership.
  • Process Improvement: Continuously analyze and optimize outreach processes, tools, and techniques to increase team efficiency and lead generation effectiveness.
  • Market Insights: Keep the team informed about industry trends, competitive landscape, and target market dynamics, using this knowledge to refine outreach strategies.

Success in the First 6 Months

Consistent Team Performance vs KPIs:

The BDR team reliably hits or exceeds activity and qualification targets (calls, emails, meetings set, qualified leads), with steady month-over-month improvement.

Global Pipeline Coverage & Regional Quotas:

Clear global pipeline coverage is established, with regional quotas aligned to sales targets, ensuring balanced workload, market coverage, and predictable contribution to overall revenue goals.

Effective Player–Coach Execution:

You personally generate a healthy pipeline through your own outbound efforts while coaching reps in real time demonstrated by replicable best practices adopted across the team.

Stronger Onboarding & Skill Development:

New BDRs reach full productivity faster due to a structured onboarding program built with Enablement. Existing reps show measurable skill improvement through training and coaching.

Requirements
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