SDR Team Lead
3 days ago
Who we are
We're a leading, global security authority that's disrupting our own category. Our encryption is trusted by the major ecommerce brands, the world's largest companies, the major cloud providers, entire country financial systems, entire internets of things and even down to the little things like surgically embedded pacemakers. We help companies put trust - an abstract idea - to work. That's digital trust for the real world.
Job summary
We're looking for an SDR Team Lead to help guide and support a high-performing Sales Development team within DigiCert's Commercial Sales organization. Although part of Commercial Sales, this team operates as a separate, dedicated function focused exclusively on generating pipeline for Valimail.
The SDR Team Lead will provide day-to-day leadership, coaching, and operational support to SDRs across global markets, ensuring consistent execution, high activity quality, and strong alignment with DigiCert's sales development standards. This role partners closely with the SDR Manager, Commercial Sales leadership, and Valimail stakeholders to drive efficient pipeline generation and optimize team performance.
This role reports to the SDR Manager and serves as a key link between the SDR team and broader GTM partners.
What you will do
Support the SDR Manager in leading a high-performing SDR team dedicated to pipeline generation for Valimail across global marketsProvide daily coaching, mentoring, and skill development to SDRs to ensure consistent performance and professional growthHelp onboard new SDRs and reinforce training content, best practices, and prospecting methodologiesMonitor team activity and performance metrics, including: Conversion rates (MQL – SAL – SQL – Opportunity); Productivity (calls, emails, meetings booked); Quality of outbound and inbound engagementAssist in maintaining a data-driven, predictable pipeline engine by reinforcing KPIs and supporting performance dashboardsFoster a high-performance, inclusive team culture built on accountability, collaboration, and continuous improvementSupport the SDR Manager and Revenue Operations in maintaining and optimizing SDR tech stack usage (Salesforce, sequencing tools, etc.)Stay informed on industry trends and SDR best practices and help introduce relevant techniques to the teamHelp manage operating rhythms, including morning stand-ups, weekly SDR meetings and call coaching sessionsAct as a liaison between SDRs and internal partners, including Commercial Sales, Valimail stakeholders, and MarketingAssist with weekly reporting on SDR activity, pipeline progress, challenges, and opportunities for optimizationSupport process improvements that drive productivity, throughput, and pipeline qualityStep in to assist with account coverage and outbound prospecting when neededWhat you will have
3–5+ years of experience in Sales Development, Business Development, or Inside Sales, ideally in SaaS or cybersecurity environmentsDemonstrated track record of high individual SDR performance and leadership within a teamExperience coaching peers, mentoring new hires, or leading small teams preferredStrong understanding of SDR workflows, lead qualification standards, outbound strategy, and pipeline creationProficiency with and SDR engagement tools (sequencing platforms, analytics tools, call coaching software)Strong communication, coaching, and collaboration skills with the ability to positively influence team performanceData-driven mindset with the ability to interpret KPIs and guide SDRs toward improvementAbility to work cross-functionally with Sales, Marketing, RevOps, and Valimail stakeholdersSelf-starter with a solutions-oriented approach and strong organizational skillsAbility to thrive in a fast-paced, high-growth environmentBenefits
Uncapped CommissionAchievers club awards & IncentivesProvident FundMedical Aid + Gap CoverEmployee Assistance ProgramEducation Support ProgramGym ReimbursementLife InsuranceDisability Insurance#LI-GA1
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