The Role

Greenlight Guru is looking for an experienced SDR Team Lead to join our Marketing Team. In this role, you will be a player-coach tasked with achieving your own results while managing a team of 3 SDRs. You’ll drive qualified pipeline by leading from the front – hitting your own targets, developing a high-performing team, and building the foundation for a scalable SDR function. This role is designed to grow into a full-time leadership position as we scale.

This is an exciting role for an emerging leader to play a leading role in building the next-gen SDR function for Greenlight Guru. If you’re buyer-focused and passionate about creating exceptional journeys, performance-driven with a hunger for growth, and energized by building repeatable systems through testing and optimization – while collaborating cross-functionally with Marketing and Sales – this is your role!

Your Contributions & Responsibilities

• SDR leadership: Coach and develop SDRs to improve prospecting, objection handling, and qualification skills – as measured by opportunity creation
  • Conduct regular 1:1s, call coaching sessions, and team standups to reinforce skills and accountability.
  • Help SDRs improve their prospecting, objection handling and qualification skills
  • Build and foster a team culture of performance, accountability, and continuous improvement
• Lead qualification: Work alongside your sales team to achieve a quarterly quota of qualified opportunities through a mix of sources (inbound, outbound, and partner-referred)
• Prospecting: Proactively target prospects at companies in a systematic process with a multi-channel and creative outbound prospecting approach (e.g. social selling, video, personalized emails, and phone calls)
• Process building: Create and refine SDR playbooks, scripts, and email templates
• Regularly audit inbound and outbound activities to ensure the team is engaging effectively with the right accounts
• Collaborate closely with other teams, including Sales, Demand Gen, and Product Marketing on outbound account targeting, demand campaign strategies, positioning and messaging, etc.

Your Ideal Qualifications

• 3+ years of successful SDR/BDR experience with demonstrated results (achieved or exceeded quota)
• 1+ years of sales team leadership or management experience (achieved or exceeded quota)
• Proven track record of coaching and leading team members to be successful
• Strong understanding of outbound sales, pipeline development, and qualification frameworks
• Strong operational acumen – you know how to build clear, repeatable processes and are always iterating to improve them.
• You’re performance-minded and data-driven – you lead with insights and measure what matters
• Excellent written and verbal communication skills
• Salesforce experience required; Gong Engage and 6Sense experience preferred
• AI experience strongly preferred