SMB Sales Team Lead - CL9

Sales Team Lead - SMB

Role Overview

The Sales Team Lead is responsible for driving revenue growth through the effective leadership of a high performing sales team. This role combines people leadership, pipeline discipline, and consultative selling.

Working closely with Sales Managers and cross functional partners, you will lead a team of Sales Executives across SMB and Mid Market segments, ensuring consistent execution, strong productivity, and reliable quota attainment. Success in this role requires commercial acumen, operational rigor, and a data driven leadership mindset.

You will act as both a people leader and deal sponsor, ensuring excellence across revenue delivery, activity standards, quality, and forecast accuracy.

Key Responsibilities Sales Leadership & Team Performance

• Lead, coach, and performance manage a team of Sales Executives across SMB and Mid Market segments
• Own team level quota attainment, pipeline coverage, forecast accuracy, and productivity KPIs
• Set clear daily, weekly, and monthly performance expectations (e.g. outreach volume, pipeline progression, SLA adherence)
• Run a structured inspection cadence including pipeline reviews, call coaching, and quality scorecard reviews
• Drive effective onboarding and ramp programs aligned to seller experience levels
• Create individualized performance plans to support continuous development and progression

Pipeline & Revenue Execution

• Drive disciplined opportunity qualification using structured sales methodologies (e.g. BANT, MEDDICC lite)
• Ensure consistent outbound and inbound execution across calls, email, and sales engagement tools
• Enforce SLA standards for lead follow up, advertiser responsiveness, and renewal coverage
• Maintain strong CRM hygiene, clean pipeline management, and accurate forecasting
• Consistently deliver against revenue targets and team quota commitments

Strategic Deal & Account Leadership

• Act as deal sponsor on complex or high value opportunities
• Guide commercial structuring, pricing conversations, and objection handling
• Partner with internal teams (e.g. Product, Measurement, Policy, Ops) to align with goals
• Support sellers in translating campaign performance data into clear ROI driven narratives for customers

Quality, Compliance & Governance

• Uphold quality standards across sales calls, advertiser communications, and CRM documentation
• Ensure adherence to internal policies, advertising standards, and data/privacy requirements
• Monitor outreach productivity, SLA compliance, and audit readiness
• Drive accountability across reporting accuracy and operational discipline

Ideal Profile Experience Requirements

• 4+ years of experience in sales, lead generation, or digital advertising
• 1-2+ years experience in a team lead or people management role
• Proven success managing performance in high velocity, metrics driven sales environments

Mandatory Qualifications

• Consistent track record of quota attainment (individual and/or team)
• Experience in digital advertising, media sales, SaaS, or platform based sales
• Strong CRM expertise (Salesforce preferred)
• Experience using sales engagement and prospecting tools
• English proficiency at C1 level or higher

Commercial & Analytical Skills

• Strong understanding of sales fundamentals (performance, ROI, measurement)
• Ability to coach consultative, value based selling conversations
• Data driven mindset with confidence using reporting and analytics tools
• Comfortable engaging both SMB and senior stakeholders

Mindset & Behaviours

• Performance driven and highly accountable
• Structured, organized, and operationally disciplined
• Customer centric and outcome focused
• Comfortable leading through change in fast paced sales environments