SMB Sales Team Lead (CL9)

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