Sales Development Representative Lead

Summary

Join Mercury's high-performing Sales Development team as an SDR Lead and help scale our SDR team's efforts. You will coach SDRs, manage pipelines, refine outbound messaging, optimize conversions, and lead training sessions. This role requires 2-3+ years of experience in a B2B SaaS sales development role, including leadership experience managing teams of 7+ sales reps. You'll need a proven track record of coaching and training, strong analytical skills, and excellent communication skills. Mercury offers a competitive total rewards package including base salary, equity, and benefits. The salary range varies based on location.

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

• 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
• Oversee pipeline health and lead distribution across the team to ensure consistent, qualified opportunity generation
• Help build and refine outbound messaging that resonates with our ICP
• Identify patterns in high-performing outreach and scale winning tactics to drive better conversion rates across the team
• Build and lead training sessions on prospecting best practices, objection handling, and effective channel usage
• Be a source of energy and accountability. Create a culture of excellence and continuous improvement on your pod
• Work closely with Sales, Marketing, and GTM Strategy to align on ICPs, lead prioritization, and campaign execution

Benefits

• Base salary
• Equity (stock options)
• Benefits