Demand Generation Team Leader

Role Overview

We are seeking a highly organised, performance-driven demand generation team leader to build. This hands-on leader will develop and scale a high-performing outbound Sales Development function, supporting Connect’s local and international markets. This role is responsible for establishing the demand generation capability from the ground up, leading from the front demonstrating how it should be done. The role will involve coaching and managing a team of lead generators and driving consistent pipeline generation across assigned verticals through disciplined outbound execution, intent data, and ABM strategies. As the team leader you will be accountable for team performance, coaching, process optimisation, dashboards, data quality, and the overall success of Connect’s demand generation engine.

Main Duties and Key Responsibilities

Team leadership and performance management

• Build and lead an SDR team both in the office with potential for some team members to be remote.
• Recruit, onboard, train and coach SDRs to consistently meet performance expectations.
• Conduct weekly 1:1s, call coaching, and skills development sessions.
• Set daily, weekly, and monthly activity / KPI expectations aligned to business goals.
• Monitor SDR outreach quality, tone, and adherence to messaging standards.
• Take responsibility for inbound enquiries, ensure an immediate and positive impact to ensure the enquirers receive their desired outcome.

Outbound strategy, execution and improvement

• Define and continuously refine the outbound playbook for Connects markets.
• Oversee execution of high-volume outbound activity across omni-channels such as; calls, email, LinkedIn, and intent-led workflows.
• Ensure SDRs use intent data effectively to prioritise high-potential accounts.
• Create, improve and iterate on outbound sequences, messaging, cadences, and call scripts.

Meeting generation and pipeline contribution

• Ensure team consistently delivers 20 - 25 SPICED-qualified meetings per SDR per month.
• Set the standard by achieving this yourself initially and on a regular basis.
• Review qualification standards, meeting quality, and downstream conversion.
• Track pipeline generated, account coverage, account engagement, and conversion metrics.
• Reallocate focus across verticals and market segments based on performance insights.

Data, reporting and CRM hygiene

• Own SDR reporting, dashboards, metrics and weekly performance updates.
• Ensure flawless data hygiene and complete documentation in Salesforce.
• Audit and enhance account intelligence captured by the team across multiple business outcomes, technologies and business functions (incumbent vendors, relevant technology stack, renewal dates, stakeholder mapping, pain points, triggers, etc.).
• Ensure follow-up SLAs are consistently met for events, campaigns, webinars, and partner activities.

Cross-functional collaboration

• Partner closely with Sales, CSM, Marketing, and Partners to align on ICPs, verticals, personas, and outreach strategy.
• Provide insights to marketing for campaign optimisation.
• Ensure sales leadership has visibility of SDR performance, pipeline generated, and improvements required.
• Collaborate with sales on pipeline health, handovers, and feedback loops.

Process design and operational excellence

• Create standard operating procedures for outbound workflows, lead routing, follow-ups, and reporting.
• Improve productivity by recommending tools, automations, scripts, templates, and dashboards.
• Lead regular reviews of intent data, Lusha usage, LinkedIn prospecting and outbound sequences.
• Drive a culture of learning, accountability, and consistent improvement.

Key Skills & Experience

Required

• 3 - 5+ years’ experience in SDR, BDR, inside sales, or outbound prospecting roles.
• A relevant tertiary qualification (such as a Diploma or Degree in Marketing, Business, Sales, or Communications)
• Proven experience leading, coaching, or mentoring an SDR or outbound team although not essential is a differentiator.
• Strong understanding of outbound sales motions, ABM principles, and intent data workflows.
• Excellent verbal and written English; highly confident in objection handling and call coaching.
• Strong analytical and reporting skills; experience using Salesforce daily.
• Highly organised, data-driven and disciplined - operational excellence is essential.

 

Preferred

• Experience in B2B technology, SaaS, cloud, or customer experience solutions.
• Ability to move from a technology focused to a business focused SDR function.
• Experience working across international markets.
• Exposure to processes involving Salesforce, Pardot, LinkedIn, 6Sense, Lusha, and other intent platforms.
• Experience building outbound playbooks or new sales development functions.