Sales Development Team Lead
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Job Description
Sales Development Manager building and leading Capital One's outbound sales strategy and team performance. Driving pipeline creation and fostering cross-functional collaboration across Sales and Marketing teams.
Responsibilities:
- Own a personal book of target accounts with clear opportunity creation quotas; perform deep account research; run multi-threaded outreach across email, LinkedIn, and phone; run discovery with technical and business stakeholders and hand off high-quality, qualified opportunities to AEs.
- Own team-level pipeline creation targets and drive SDR daily/weekly selling activities to achieve them.
- Design the SDR strategy, operating model, and KPIs for account-based outbound; create core sales processes, prospecting playbooks, and cadences; partner with Sales Leadership, Marketing, Enablement, and Sales Operations on ICP, territories, and target account strategy.
- Hire, onboard, and ramp SDRs; run regular 1:1s, live call coaching, and deal reviews; set clear expectations and development plans; build a culture of sales accountability, experimentation, and continuous improvement.
- Partner with AEs on account engagement plans and full-funnel sales strategies; align SDR motions with Marketing campaigns and events; work with Enablement on sales messaging, objection handling, and competitive positioning; deliver structured field feedback to Product and Marketing.
- Ensure disciplined use of Salesforce, Groove, LinkedIn Sales Navigator, ZoomInfo, and related tools; build and review SDR dashboards; use funnel data to diagnose bottlenecks and iterate on programs, KPIs, and playbooks.
Requirements:
- At least 5 years of experience in enterprise GTM roles such as sales, business development, partnerships, SDR, BDR, or inside sales, such as in SaaS or technology.
- At least 3 years of experience owning or co-owning an outbound prospecting motion into enterprise accounts with an Annual Contract Value (ACV) of $75,000 or greater (as an individual contributor, team lead, or manager).
- At least 2 years of experience leading, managing, or mentoring a quota-carrying GTM team (for example: SDR, BDR, sales, BD, or partnerships) with responsibility for pipeline creation and revenue outcomes.
- At least 3 years of experience engaging stakeholders in sales cycles and strategic partnerships.
- At least 3 years of experience using a CRM such as Salesforce and sales engagement tools (for example: Groove, Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, or similar).
- At least 3 years of experience meeting or exceeding KPIs related to pipeline creation, opportunity quality, and conversion.
- 7+ years of experience in enterprise GTM leadership roles (for example: sales, business development, partnerships, SDR, BDR, or inside sales) within SaaS or technology. (Preferred)
- Experience standing up or significantly scaling an outbound motion or SDR, BDR, or inside sales function (process, KPIs, hiring profile, playbooks, dashboards). (Preferred)
- Proven success building and leading teams that create net-new pipeline at scale, with clear examples of improving conversion rates and deal quality over time. (Preferred)
- Experience in data, analytics, cloud, or AI ecosystems and/or adjacent platform environments (for example: Snowflake, Databricks, or major public clouds). (Preferred)
- Experience selling into or partnering with highly regulated industries (for example: Financial Services or Healthcare) (Preferred)
- Demonstrated ability to collaborate with Account Executives and Sales Leaders on strategic account planning, territory design, and coverage models. (Preferred)
- Demonstrated ability to hire, coach, and develop early-career GTM talent (SDRs, BDRs or equivalent) into high performers and next-step roles (AE, BD, Partnerships). (Preferred)
- Strong written and verbal communication skills, with the ability to simplify complex value propositions and tailor messaging to senior technical and business stakeholders. (Preferred)
- Demonstrated ability to maintain precision and quality while scaling outreach across multiple accounts, segments, and team members. (Preferred)
Benefits:
- Comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being
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