Team Lead, Sales Development

Job description

Mitek is seeking a high-performing, analytically minded Sales Development Team Lead to act as a player-coach for our Sales Development team. This is a hands-on role -- the Team Lead will own an individual pipeline target while coaching, motivating and holding the team accountable for consistent execution and results. The successful candidate will combine strong prospecting capability with disciplined use of Salesforce and sales engagement platforms, using data to improve conversion, productivity and pipeline quality. ### What You Will Do (Essential Responsibilities) Individual Pipeline Generation: - Own and consistently achieve an individual qualified pipeline target, together with agreed activity, meeting and conversion KPIs. - Generate pipeline through focused outbound prospecting and timely follow-up of inbound demand, intent signals and events. - Engage senior decision-makers across target accounts using coordinated, multi-channel outreach including calls, email and LinkedIn. - Research, map and penetrate enterprise accounts in partnership with Account Executives, creating clear points of view and relevant messaging. - Qualify opportunities rigorously and ensure meetings passed to Sales meet agreed acceptance criteria and have clear next steps. Team Leadership and Performance: - Lead from the front by demonstrating the prospecting standards, preparation, resilience and ownership expected across the team. - Translate team targets into clear weekly and monthly priorities, monitor progress and take early corrective action where performance is off track. - Run effective team cadences including daily focus sessions, weekly performance reviews, call coaching, role plays and structured one-to-ones. - Coach SDRs on discovery, objection handling, messaging, account planning and multi-threaded outreach, using live examples and recorded activity. - Create a positive, accountable culture that recognizes strong performance, addresses underperformance constructively and keeps the team motivated. - Support onboarding and ongoing development, identifying individual strengths, skill gaps and practical development plans. Salesforce, Sales Engagement and Process Excellence: - Use Salesforce confidently to manage leads, contacts, accounts, activities, meetings and pipeline, maintaining accurate and timely CRM data. - Build and interpret Salesforce reports and dashboards to track individual and team performance, pipeline coverage, conversion and data quality. - Use sales engagement platforms such as Salesloft to build, test and optimize cadences, task flows and multi-channel prospecting plays. - Drive consistent adoption of agreed processes, routing rules, qualification standards, CRM fields and source attribution across the team. - Identify workflow, data or tooling issues and partner with Sales Operations to improve efficiency, automation and reporting reliability. Analytics, Forecasting and Reporting: - Use data to understand the drivers of performance across activity, connect rate, meeting conversion, opportunity conversion, velocity and pipeline value. - Produce accurate weekly forecasts for individual and team pipeline creation, clearly communicating risks, gaps and recovery actions. - Diagnose performance trends by rep, segment, channel, campaign and account tier, turning findings into focused coaching and process improvements. - Test messaging, cadences and targeting approaches using defined success measures, and scale what produces repeatable results. Provide concise, evidence-based updates to Sales and Marketing leadership on results, lessons learned and areas requiring support. Cross-Functional Collaboration: - Partner closely with Account Executives to agree on account coverage, handoff quality, follow-up expectations and feedback loops. - Set messaging for key campaigns and targets. - Partner and coordinate with Marketing and Sales Operations to improve targeting, lead management, campaign follow-up, messaging and funnel conversion. - Represent the voice of prospects by sharing market feedback, common objections and emerging needs with relevant stakeholders. ### What You'll Need (Required Knowledge, Skills & Abilities) • 3+ years of successful B2B sales development experience in a technology or SaaS environment, including consistent achievement or overachievement of pipeline targets. • Previous experience coaching, mentoring or leading SDRs, with evidence of improving individual or team performance. • A strong personal track record of outbound prospecting with a focus on cold calling into complex buying groups. • Technical proficiency with sales automation systems and Salesforce, including pipeline management, activity tracking, reporting, dashboards and data hygiene. • Proficiency with a sales engagement platform including cadence management and performance analysis. • Strong analytical skills and the ability to convert funnel and activity data into clear priorities, coaching actions and forecasts. • Demonstrable ability to motivate others, set high standards, give constructive feedback and drive accountability without losing team engagement. • Excellent written and verbal communication skills, sound commercial judgement and the confidence to work with senior internal and external stakeholders. • Highly organized, resilient and comfortable balancing an individual number with day-to-day team leadership responsibilities. ### What Would Be Nice (Preferred Experience) • Experience prospecting into enterprise accounts with multiple stakeholders and longer, more complex sales cycles. • Working knowledge of the identity verification, fraud, cybersecurity or financial services industries. • Experience with LinkedIn Sales Navigator, data enrichment or intent tools, conversation intelligence and sales forecasting platforms. • Experience partnering with Sales Operations on funnel reporting, lead routing, attribution or sales process improvement.