Lead , Business Generation Representative

We are Progress (Nasdaq: PRGS) - a trusted provider of software that enables our customers to develop, deploy and manage responsible, AI powered applications and experiences with agility and ease.

We're proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Team Lead, Business Generation and help us do what we do best: propelling business forward.

In this position, you will be a hands-on leader for the growing business development team. Business Generation,Team lead will collaborate with Marketing and Sales Directors to ensure both inbound and outbound leads are being qualified and funneled through the sales process efficiently. The Lead of Business Development Team will interact with prospective customers via telephone, email, and online chat. This is a "player-coach" role, so the Lead of Business Development Team is expected to excel at sourcing, relationship building, lead generation, analysis and sales. This manager will work with different types of people and build an efficient process and continuously analyze results. This is for Digital Experience line of Products

Responsibilities

• Lead and manage a team of Sales Development Representatives (SDRs).
• Foster a performance-driven culture through regular coaching and feedback.
• Become the subject matter expert for all Business Development processes, best practices and metrics.
• Work closely with Account Executives, Inside Sales, and Regional Sales Managers to ensure seamless lead handoff.
• Develop and implement effective outbound and inbound lead generation strategies.
• Provide weekly/Quarterly analysis on Lead quality, Qualified Opportunities and Account Managers discovery calls.
• Track and assess the health of the sales pipeline to ensure alignment with sales targets and revenue goals.
• Manage and continuously improve SDR processes/Workflows, playbooks & outreach cadences.
• Collaborate with Marketing/Product team to align messaging, Ideal Customer Profile, and campaign execution.
• Use CRM (e.g., Salesforce) and sales engagement tools (e.g., Drift, Salesloft) to track team activities and pipeline performance.
• Promote database cleanup and hygiene through regular and ongoing maintenance activities.
• Conduct weekly reviews and audits of SDR discovery calls, emails, and LinkedIn outreach, providing actionable feedback for continuous improvement.

Requirements

• 5+ years of experience in a sales development role.
• Proven success in a quota-carrying SDR/BDR role.
• Strong proficiency with sales tools such as Salesforce, Sales Navigator, Outreach/Salesloft, ZoomInfo, etc.
• Data-driven with a strong grasp of sales metrics, KPIs, and CRM hygiene.
• Establish data hygiene practices that optimize lead generation results.
• Good written and verbal communication skills.
• Must be open to working in the U.S. time zone [6 30 PM to 3 30 AM IST]

Compensation
If this sounds like you and fits your experience and career goals, we'd be happy to chat. What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with, and also to enjoy:

• Competitive remuneration package
• Employee Stock Purchase Plan Enrolment

Vacation, Family, and Health

• 30 days of earned leave
• An extra day off for your birthday
• Various other leaves like marriage leave, casual leave, maternity leave, and paternity leave
• Premium Group Medical Insurance for employees and five dependents, personal accident insurance coverage, and life insurance coverage
• Professional development reimbursement
• Interest subsidy on loans - either vehicle or personal loans.