Senior 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 of approximately 30 SDRs across 5 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

• Oversee a large team of SDRs, including Team Leads across 5 business units.
• Foster a high-performance, accountability-driven culture focused on pipeline creation, collaboration, and continuous improvement.
• Conduct regular 1:1s, team meetings, coaching sessions, and performance reviews.
• Recruit, onboard, and retain top SDR talent while building bench strength.
• Create clear career progression paths and development plans for SDR team members.

Pipeline Generation & Revenue Impact

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

Operational Excellence

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

Cross-Functional Collaboration

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

Coaching & Enablement

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

Qualifications

Required

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

Preferred

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

Key Performance Indicators (KPIs)

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

Core Competencies

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

Reporting Structure

• Reports to: VP of Marketing Operations
• Direct reports: SDR Team Leads
• Team size: Approximately 30 SDRs across 5 business units