Sales Development Representative Lead

Summary

Join Mercury's Sales Development team as an SDR Lead and help scale our SDR team's efforts. You will provide high-impact coaching to SDRs, manage pipeline health, refine outbound messaging, optimize conversion rates, and build training sessions. The role requires strong leadership, communication, and analytical skills within a fast-paced B2B SaaS environment. You will collaborate with Sales, Marketing, and GTM Strategy teams. Mercury offers a competitive total rewards package including base salary, equity, and benefits. The salary range varies based on location and experience.

Requirements

• 2–3+ years of experience in a Sales Development role within a high-velocity B2B SaaS environment, with at least 18+ months in a leadership role managing teams of 7+ sales reps
• Proven track record of coaching SDRs 1:1 and leading training across cold calls, email, and LinkedIn outreach
• Experience managing a large pipeline across multiple reps, able to analyze metrics, prioritize high-value opportunities, and course-correct quickly
• Deep understanding of outbound sales strategies and how to drive consistent conversion from prospecting to qualified opportunity
• Strong written and verbal communication skills, can articulate value propositions and give actionable feedback to SDRs
• A motivating presence: you uplift those around you, create accountability, and lead by example
• Comfortable operating in a fast-paced, ambiguous environment where experimentation and adaptability are key
• Familiarity with tools like Salesforce, Salesloft, Apollo, Gong, and LinkedIn Sales Navigator plus awareness of new tools/ integrations/ AI use cases to improve SDR efficiency
• Having a curious mindset and the ability to quickly ramp up on a new vertical is essential

Responsibilities

• Lead & Coach: Provide high-impact 1:1 coaching to a group of SDRs focused on the driving pipeline in new verticals. Guide them through LinkedIn, email, and cold call strategies that drive meetings and create pipeline
• Pipeline Management: Oversee pipeline health and lead distribution across the team to ensure consistent, qualified opportunity generation
• Messaging Ownership: Help build and refine outbound messaging that resonates with our ICP
• Conversion Optimization: Identify patterns in high-performing outreach and scale winning tactics to drive better conversion rates across the team
• Training & Enablement: Build and lead training sessions on prospecting best practices, objection handling, and effective channel usage
• Motivate & Inspire: Be a source of energy and accountability. Create a culture of excellence and continuous improvement on your pod
• Cross-functional Partnership: Work closely with Sales, Marketing, and GTM Strategy to align on ICPs, lead prioritization, and campaign execution

Benefits

• Base salary
• Equity (stock options)
• Benefits