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.
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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
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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
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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
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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
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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
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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
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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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