SMB Sales Team Lead

Overview

The Sales Team Lead is responsible for driving revenue growth through the effective leadership of a high\-performing sales team. This 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 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

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

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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