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Head of SDR

2 months ago

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About WSO2

Founded in 2005, WSO2 is the largest independent software vendor providing open-source API management, integration, and identity and access management (IAM) products. WSO2's products and platforms—including our next-gen internal developer platform, Choreo—empower organizations to leverage the full potential of enterprise software engineering processes to secure the delivery of digital services and applications, enabling thousands of enterprises in over 90 countries globally to drive their digital transformation journeys. Our open-source, API-first approach frees developers and architects from vendor lock-in, enabling rapid digital product creation. Recognized as a leader by industry analysts, WSO2 has over 800 employees worldwide with offices in Australia, Brazil, Germany, India, Sri Lanka, the UAE, the UK, and the US, with nearly USD100M in annual recurring revenue. Visit to learn more.

Role Overview

The SDR Team Lead will be responsible for building and managing a high-performing team of Sales Development Representatives (SDRs) within WSO2's Sales function. This individual will play a pivotal role in driving net new business growth by effectively qualifying leads, nurturing relationships, and generating sales opportunities for the regional sales teams.

Your Key Responsibilities

Team Management

  • Recruit, hire, and onboard talented SDRs.
  • Provide ongoing training, coaching, and mentorship to develop the team's skills and knowledge.
  • Set clear performance expectations and goals for the SDR team.
  • Monitor and evaluate team performance, providing feedback and coaching as needed.

Lead Generation and Qualification

  • Develop and implement effective lead generation strategies to identify and target potential customers.
  • Qualify inbound and outbound leads based on predetermined criteria.
  • Research and understand target markets, industries, and customer needs.
  • Build and maintain a pipeline of qualified leads for the regional sales team.

Sales Process Optimization

  • Continuously analyze and optimize the SDR process to improve efficiency and effectiveness.
  • Develop and implement best practices for lead nurturing and follow-up.
  • Collaborate with the sales team to ensure a smooth handoff of qualified leads.

Reporting and Analysis

  • Track and report on key performance indicators (KPIs) related to lead generation, qualification, and pipeline development.
  • Analyze data to identify trends, opportunities, and areas for improvement.
  • Provide regular updates to sales leadership on team performance and progress towards goals.

Qualifications and Skills

  • 5+ years experience in outbound sales within the B2B technology/software space.
  • 3+ years in a leadership role.
  • Deep understanding of B2B sales processes and methodologies.
  • Strong leadership and coaching abilities.
  • Excellent communication and interpersonal skills.
  • Proficiency in outbound sales tools (e.g., Sales Navigator, Outreach, Apollo, Lusha, etc.)
  • Proven track record of achieving and exceeding sales targets and building an effective pipeline generation unit.
  • Strong analytical and problem-solving skills.
  • Proficiency in Salesforce and other sales enablement tools (e.g., outreach and data enrichment tools).
  • Data-driven approach to selling.

In Addition to a Competitive Compensation Package, WSO2 Offers:

  • A work culture and environment where we value both hard work AND flexibility.
  • A flexible vacation/leave plan that fits your needs.
  • Health, dental, and life insurance for you and your family.