SMB Sales Team Lead (CL9)

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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· 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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· 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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· 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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· 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

· 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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· 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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· 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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· 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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