TIDB

Sales Development Rep

• Hire, onboard, and develop a team of SDRs, building a culture of accountability, continuous learning, and high performance.
• Coach SDRs through regular 1:1s, call reviews, and structured feedback to improve outbound skills, pipeline quality, and quota attainment.
• Partner closely with Marketing to align on lead quality, campaign follow-up, and inbound/outbound sequencing strategies.
• Collaborate with Account Executives and Sales leadership to ensure smooth handoffs, tight feedback loops, and strong pipeline conversion.
• Own team KPIs including activities, meetings booked, pipeline generated, and conversion rates; report weekly, monthly, and quarterly results to Sales and Demand Generation leadership.
• Build and iterate on outbound playbooks, messaging frameworks, and sequences using approved marketing assets and data-driven insights.
• Manage and optimize the SDR tech stack including Salesforce, Outreach, HubSpot, ZoomInfo, and LinkedIn Sales Navigator to maximize team productivity.
• Develop and refine ideal customer profiles and target account lists in collaboration with Marketing and Sales leadership.
• Drive a culture of experimentation across multi-channel outbound motions (email, phone, LinkedIn, events) to continuously improve engagement and conversion rates.
• Ensure CRM hygiene and data accuracy across the team; establish standards for activity tracking and reporting in Salesforce and Outreach.
• Identify emerging market opportunities and refine targeting strategies to ensure the team is focused on the highest-value prospects.
• Build career development paths for SDRs and actively support their growth into Account Executive or other senior roles within the organization.
• Report to the Director of Demand Generation with weekly, monthly, and quarterly team activities, results, and strategic recommendations.

Sales Development Manager

Account Executive

• Identifying and pursuing new business opportunities within specific verticals or territories
• Moving beyond pitching features to act as a trusted advisor
• Navigating large organizations by building relationships across different "silos"
• Leading the development of compelling proposals and negotiating detailed contracts
• Maintaining precise records in CRM systems
• Consistently meeting or surpassing quarterly and annual revenue objectives
• Maintaining a robust sales funnel
• Mastering a repeatable sales process
• Partnering with marketing to refine lead quality
• Senior executives often mentor junior team members

Sales Development Manager

Sales Account Executive