Sales Development Representative, Team Lead

Sourcegraph builds infrastructure that gives engineering organizations visibility, context, and control across complex codebases. The Sales Development Representative, Team Lead will personally rebuild the outbound prospecting motion, generate enterprise pipeline, manage an outsourced SDR team, and develop a repeatable outbound playbook before scaling an in-house team.

Responsibilities:

• Complete your onboarding, going deep into our ICP, product, customer wins and losses, and recent and current pipeline
• Learn our value framework and messaging house both of which will be critical to your personal success
• Take over day-to-day management of our outsourced third-party SDR team: understand their current motion, targets, and output, and where the gaps are
• Revamp our cold-call and LinkedIn messaging scripts, and start personally testing new messaging in-market
• Run a consistent outbound motion yourself — cold calls + LinkedIn — generating qualified net-new pipeline against a personal target
• Tighten the outsourced team: QA their messaging, coach, and hold them to activity and pipeline goals
• Turn what's working into a documented, repeatable outbound playbook — proven by your own results
• Establish and hit net-new outbound pipeline goals across both your direct effort and the outsourced team
• Hire and lead an in-house SDR team, scaling the playbook you've validated
• Own onboarding, coaching cadence, and pipeline targets for that team

Requirements:

• 3+ years in outbound sales development / prospecting, with a track record of personally generating net-new enterprise pipeline via cold calling, email, and social
• Player-coach mentality you'll pick up the phone and prospect directly, not just manage
• 0 → 1 builder: you've created scripts, cadences, and playbooks from scratch
• Superb written and verbal communication; you can craft and A/B test messaging that converts skeptics
• Able to sell into technical/engineering audiences and ramp on a technical product quickly
• High agency, gritty, comfortable with ambiguity
• Data-driven: you measure and iterate on activity → meeting → pipeline conversion
• Background in developer tools or an adjacent technical domain
• Experience managing or coaching reps, or an outsourced/agency SDR team