Investing in visionary founders, transformational technology and emergent ecosystems for a new world.

Innovation Endeavors
Innovation Endeavors

Team Lead, Sales Development Representatives



Sales & Business Development
Boston, MA, USA
Posted on Wednesday, May 8, 2024

About Us:

Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We make privileged access more accessible by eliminating complexity and defining the boundaries of access to reduce risk, ensure compliance, and simplify security. Delinea empowers thousands of customers worldwide, including over half the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Sales Development Representative Team Lead Summary

Do you see the rising importance of IT security and want to be a part of the industry's explosive growth? Are you a motivated self-starter interested in working in a dynamic, fast-paced sales environment? Do you want a position with a generous, performance-based compensation plan and opportunities for career advancement?

If you answered yes to all of these questions, then we want to talk to you about an opportunity that will launch your career in IT security software sales. Located in Boston, this position will report to the VP, Sales Development.

The Sales Development Team Lead will work collaboratively with our sales teams (AEs) while acting as a coach to the Sales Development Representatives (SDRs). He or she will help establish best practices, playbooks and KPIs to increase efficiencies and improve inbound and outbound lead generation processes and systems. This role is expected to contribute significantly to our pipeline generation efforts. The successful candidate must be a self-starter, have at least 1 year of SDR seat experience and demonstrated quota attainment.

In addition, they are comfortable wearing multiple hats in a highly dynamic environment. This is an excellent opportunity for a motivated individual to take on new responsibility and continue to hone their skill set. While not expected, the successful Team Lead will maintain the opportunity to progress to the Account Executive, Customer Success, or Sales Operations roles within the company.

What You’ll Do:

Leadership Responsibilities:

  • Provide on-boarding and on-the-job coaching (including call coaching as required) to new and existing Sales Development Representatives (SDRs) responsible for inbound lead generation engagements

  • Develop and maintain a business development playbook with processes and best practices such as sales sequence, sales pitches, call scripts, email templates and qualification tactics to ensure SDR efficiency and consistent conveyance of our current messaging

  • Motivate and aid the SDR team to achieve collective and individual goals

  • Partner with Sales Development Manager and HR in SDR recruitment activities

  • Coordinate cross-functionally with Demand Generation and Marketing on continued development of certifications, e-learning modules, and quarterly instruction sessions, in relation to direct sales activities including discovery, demo, pricing, compete, and closing techniques

Sales Development Responsibilities:

  • Manage and respond to targeted list of inbound leads according to the established lead qualification framework

  • Conduct lead generation activities following best practices and processes, and provide feedback for process improvement based on insights gathered from the field

  • Interact with prospects via cold calls, emails and platforms such as Qualified to gauge interest in Delinea’s offerings

  • Effectively communicate Delinea’s value proposition and both functional and technical attributes of Delinea’s offerings to Analysts, C Level Executives, and other IT leadership titles

  • Work directly with events and marketing teams on campaign focuses for outreach

  • Consistently achieve assigned SDR quotas and performance goals

  • Update and maintain prospect information and sales activities on systems such as Salesloft, Salesforce.com, OrumHQ

  • Provide Account Executives with detailed notes on prospect interaction and deal insights to ensure the opportunity is understood, and next steps are clearly defined during Sales Qualified Lead handover

What You’ll Bring:

  • Bachelor’s degree from an accredited university OR entry level to 2 years work experience in related field (Prior SDR experience in IT, SaaS space is a plus)

  • Demonstrated ability to communicate effectively and persuasively via phone and email.

  • Comfort level with heavy phone work to pitch the Delinea solution.

  • Organized, and goal oriented. You like to roll up your sleeves

  • Technologically savvy and quick to learn new concepts.

  • A high-energy go-getter with a "can do" attitude who can collaborate with colleagues

  • Willingness to take on extra tasks when the team or manager needs it

  • Sense of ownership for responsibilities essential to SDR team performance

Delinea Culture & Benefits:

Why work at Delinea?

· We’re passionate problem-solvers doing our part to make the world a safer place.

· We invest in people who are smart, self-motivated, and collaborative.

· What we offer in return is meaningful work, a culture of innovation and great career progression!

At Delinea, our core values are STRONG—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as 401(k) matching, ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program, generous discretionary time off (DTO), and 12 paid holidays. We support all families with 12 weeks of paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers. Secondary caregivers are offered 6 weeks of paid leave.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive 7-year criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.