SDR Team Lead
Role Overview
This mid-level SDR Manager role involves directly managing a team of Sales Development Representatives, focusing on daily coaching, performance management, and operational execution to drive pipeline generation. The hire will lead outbound campaigns, optimize sales tools, and collaborate cross-functionally to ensure consistent team performance and growth in a high-growth tech environment.
Perks & Benefits
The role is remote with a hybrid option in San Francisco, offering equity in a fast-growing startup, competitive benefits tailored to location, flexible time off, and parental leave. It includes a fun-loving, nerdy team culture that values extreme ownership, quality, curiosity, and respectful candor, with opportunities for career growth in a rapidly changing AI-driven environment.
Full Job Description
About AirOps
AirOps is the first end-to-end content engineering platform built for the AI era. In a world where discovery is shifting from traditional search to AI-driven platforms, we help brands get found—and stay found. We are currently in a phase of hyper-growth, having 5x’d our revenue in the last year by helping marketing teams at Ramp, Chime, Carta, and Rippling turn content quality into a durable competitive advantage.
Our platform equips marketers to navigate the new discovery landscape, prioritize high-impact opportunities, and create accurate, on-brand content that earns citations from AI and trust from humans. Backed by Greylock, Unusual Ventures, Wing VC, and Founder Collective, we are building the intelligent systems that will empower the next generation of marketing leaders. AirOps is headquartered in San Francisco, New York and Montevideo.
About the Role
As SDR Team Lead, you will take on a player-coach role — carrying your own individual pipeline quota while stepping into frontline leadership of our San Francisco-based sales development team. Reporting to the Director of Sales Development, you'll split your time between personal outbound execution and hands-on coaching, helping elevate the performance of your fellow SDRs through real-time feedback, call coaching, and daily operational support. This role is built for a high-performing Senior SDR who is ready to take the first step into sales development management while continuing to sharpen their own prospecting skills.
Key Responsibilities
Individual Pipeline Contribution: Carry a personal outbound quota, executing sophisticated prospecting strategies across cold calling, email, and LinkedIn to consistently generate qualified pipeline.
Peer Coaching and Rep Development: Provide day-to-day coaching to SDRs through call reviews, live call listening, role plays, and real-time feedback on messaging, objection handling, and discovery techniques.
Performance Support: Help monitor team KPIs and activity metrics alongside the Director of Sales Development, flagging trends or gaps early and assisting with action plans to keep reps on track.
Campaign Execution: Support the execution of multi-channel outbound campaigns, ensuring reps are following playbooks, testing messaging variations, and optimizing based on results.
Lead by Example: Set the standard for outbound excellence — demonstrating best practices in prospecting, lead qualification, and CRM hygiene that the rest of the team can model.
Onboarding Support: Play a key role in ramping new SDR hires by leading portions of the onboarding process, sharing institutional knowledge, and serving as a go-to resource during their first weeks.
Process Improvement: Identify opportunities to improve outreach workflows, tool usage, and daily processes, bringing recommendations to the Director of Sales Development for implementation.
Cross-Functional Collaboration: Work closely with Account Executives to ensure smooth lead handoffs and maintain tight feedback loops between the SDR team and broader sales organization.
Reporting: Assist in maintaining accurate reporting on team activity, pipeline contribution, and conversion metrics to support strategic decision-making.
Qualifications
1-3 years of experience in B2B SaaS sales development with a consistent track record of meeting or exceeding quota
Demonstrated interest in or aptitude for coaching, mentoring, or leading peers — formal management or Team Lead experience is a plus but not required
Strong working knowledge of modern sales tools including CRM systems and outbound automation platforms (experience with Clay a plus)
Proven ability to execute across cold calling, email outreach, and social selling at a high level
Excellent communication skills with the ability to deliver direct, constructive feedback in a supportive way
Strong analytical mindset with comfort interpreting activity and pipeline data
Ability to work independently in a hybrid work environment and thrive in a rapidly changing, high-growth tech environment
A genuine curiosity around AI and its applications in sales and marketing
Our Guiding Principles
Extreme Ownership
Quality
Curiosity and Play
Make Our Customers Heroes
Respectful Candor
Benefits
Equity in a fast-growing startup
Competitive benefits package tailored to your location
Flexible time off policy
Parental Leave
A fun-loving and (just a bit) nerdy team that loves to move fast!
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