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
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