SDR Team Lead

Job description

At Quantcast, we don't just build advertising technology, we revolutionize how it works. Our AI-powered Demand Side Platform (DSP) connects the world's most ambitious marketers with their ideal audiences across the open internet, delivering results that actually move the needle. Since 2006, we've been the industry's trailblazer, launching the first AI-powered measurement platform for publishers and the first AI-driven DSP. Our AI doesn't just optimize—it delivers the measurable outcomes that matter most to our clients, giving them the competitive edge they need in a crowded marketplace. Ready to join the team that's defining the future of digital advertising? We're looking for an SDR Team Lead to join our Sales Development organization at Quantcast. This is a player-coach role: you will carry your own pipeline targets while leading, coaching, and developing SDRs across both our Field and Corporate motion. Our Field SDRs work hand-in-hand with Field Account Executives to engage senior decision-makers at our largest and most complex accounts — attending industry events, conducting face-to-face outreach, and building executive relationships that outbound alone cannot open. Our Corporate SDRs run a high-velocity, multi-channel outbound motion targeting the mid-market segment, converting pipeline at pace through disciplined sequencing and strong qualification. As Team Lead, you'll bridge both motions — setting standards, developing talent, and ensuring each SDR is executing to the right playbook for their segment. You'll also carry your own quota, modelling the standard you expect from your team. This is a visible, high-trust role at the intersection of sales, marketing, and leadership — ideal for a senior SDR ready to take the next step, or an early-career leader who still wants to stay close to the craft. # **What You'll Do** **Team Leadership & Coaching** • Serve as the day-to-day leader across Field and Corporate SDRs, providing tailored coaching that accounts for the distinct playbooks, deal complexity, and buyer profiles of each segment. • Review calls, emails, LinkedIn touches, and account plans to identify patterns — reinforcing what's working and correcting what isn't, with specificity for the motion each rep is running. • Run structured 1:1s and team huddles that create accountability and momentum without micromanagement. • Partner with the Head of Sales Development and Enablement to onboard new SDRs and accelerate ramp to full productivity across both segments. • Develop individualized coaching plans grounded in performance data and qualitative observation, with clear milestones and feedback loops. • Act as the credibility anchor for the team — modelling the behaviours and standards you expect, whether that's on the phone, in a sequence, or in the field. **Individual Contribution — Field & Corporate Prospecting** • Carry your own book of accounts, spanning Field (strategic, enterprise) and/or Corporate (mid-market) targets from our ICP list, and hit individual pipeline and SQO targets each month. • Engage Director, VP, and C-suite contacts through multi-channel outbound — personalized email, phone, LinkedIn, and direct mail — with messaging calibrated to executive audiences in the programmatic advertising and adtech space. • For Field accounts: represent Quantcast at industry trade shows, regional events, executive dinners, and sponsored conferences. Drive pre-event outreach to secure meetings and execute disciplined post-event follow-up. • For Corporate accounts: run high-velocity, persona-driven sequences through our sales engagement platform, qualifying ICP fit and converting pipeline at pace. • Operate as a true extension of the sales team — participating in account planning, contributing field and market intelligence, and co-developing strategies to penetrate priority accounts. **Performance, Reporting & Cross-Functional Partnership** • Track funnel metrics across both segments — activity, pipeline quality, ICP rate, and SQO attainment — proactively identifying gaps and correcting course before they compound. • Maintain meticulous records in Salesforce for yourself and your team, ensuring data quality supports accurate forecasting and territory planning. • Communicate performance insights to the Head of SDR, Field and Corporate AEs, and Marketing — translating frontline intelligence into sharper targeting and messaging across both motions. • Partner with Marketing on event strategy and campaign feedback. Work with Sales Enablement to refine playbooks and share learnings that benefit the broader team. • Stay current on adtech trends, competitor positioning, and shifts in the programmatic landscape. Bring that market knowledge back to your team. # **Who You Are** • 3 + years of experience in sales development or business development, with demonstrated success prospecting into both strategic/enterprise and mid-market accounts. • 1+ year in a formal or informal leadership capacity (team lead, senior SDR, pod lead, or similar) with evidence of coaching others to improved performance. • Familiarity with both high-velocity corporate outbound and longer-cycle field/enterprise prospecting motions — you understand that different segments require different playbooks. • Proven track record of exceeding individual pipeline and SQO targets — you lead from the front and set the standard through your own output. • Experience engaging senior and executive-level stakeholders (Director, VP, C-suite) through outbound prospecting — and coaching others to do the same. • Comfortable and confident in field settings: trade shows, executive events, client meetings, and in-person networking (for Field coverage). • Able to read performance data, identify trends, and translate insight into concrete coaching actions — without waiting to be told what to look for. • A collaborative operator with a track record of partnering effectively with Account Executives, Marketing, and cross-functional teams. • Excellent written and verbal communication skills, with the ability to adapt tone and message for executive audiences, mid-market buyers, and early-career SDRs alike. • Proficient with Salesforce and modern sales engagement tools (Outreach, Salesloft, LinkedIn Sales Navigator, ZoomInfo, or similar). • Willingness to travel within your assigned territory for Field events, meetings, and prospecting activities (estimated 20–30% travel). • Prior experience in Ad Tech, MarTech, SaaS, or digital media is a strong plus. At Quantcast, we craft offers that reflect your unique skills, expertise, and geographic location. On top of a competitive salary, this position includes a performance bonus, equity, and a comprehensive benefits package. For more details, visit our [Careers Page](https://www.quantcast.com/careers/) and see how we support our team. We are headquartered in San Francisco with offices around the world. Quantcast is an Equal Opportunity Employer. Please see the [Applicant Privacy Notice](https://legal.quantcast.com/#applicant-privacy-notice) for details on our applicant privacy policy. Join the team that unlocks potential.