Sales Development Representative Team Lead

Position Overview:

FastSpring is seeking a Sales Development Representative (SDR) Team Lead to drive pipeline generation and support our growing North America / Latin America (NALA) SDR team. This hybrid role combines hands-on prospecting with leadership responsibilities - coaching, motivating, and providing day-to-day oversight to ensure the team hits pipeline targets and continuously improves. You’ll play a key role in expanding our reach in industries navigating the complexities of global eCommerce, such as SaaS, software, gaming, and digital products.

This is a great opportunity to grow your career in tech sales. You’ll drive pipeline initiatives while coaching and improving the team. The most successful candidates are curious, self-motivated, and driven to grow-people who thrive on learning, actively seek feedback, and stay motivated from within. Confident communication, resilience, a desire to learn, and energy for connecting with potential customers are all key to success in this role.

This position is remote, with limited travel expected for tradeshows, in-person team onsites and events.

Primary Responsibilities:

       Individual Contributor (50%):

• Lead by example: Own your pipeline and run high-quality multi-channel outbound campaigns using cold calls, personalized emails, video, and social channels to generate qualified leads.
• Collaborate for success: Partner with Account Executives to ensure smooth handoffs, strong alignment, and consistent pipeline generation.
• Drive process excellence: Use Salesforce daily to manage activity, ensure data integrity, and maintain visibility into performance metrics.
• Experiment and evolve: Encourage testing of new messaging, channels, and outreach tactics to optimize team efficiency and conversion rates.
• Demonstrate persistence and consistency: Meet and exceed individual targets for outbound activities, qualified meetings booked, and pipeline value generated on a consistent basis.
• Own your growth: Seek feedback, track results, and continuously improve both your sales performance and leadership skills.
• Represent FastSpring: Attend select virtual and in-person events to expand awareness and build relationships in key regions.

       Team Leadership (50%):

• Team leadership: Lead, coach, and mentor a team of 3 SDRs, fostering skill development in areas such as effective prospecting, objection handling, qualification techniques, and strategic messaging.
• Coach and develop others: Conduct regular 1:1s, pipeline reviews, and call coaching and feedback sessions to improve team performance and accountability.
• Motivate and manage: Foster a culture of consistency, discipline, positivity, and self-ownership across the SDR team.
• Results-oriented: Drive overall team performance to meet and exceed key performance indicators (KPIs) and pipeline contribution goals, ensuring alignment with company revenue objectives.
• Cross-functional / strategic focused: Collaborate closely with Sales and Marketing leadership to refine account targeting, messaging frameworks, and outbound campaign strategies.
• Data-driven: Report on team performance metrics, pipeline outcomes, and key learnings to identify areas for improvement and strategic adjustments.

Skills and Qualifications:

• 2+ years of quota-carrying lead generation experience in a B2B SaaS environment.
• 6+ months of leadership, mentorship, or team lead experience (official or unofficial).
• Strong communication and coaching skills; able to motivate and hold others accountable. 
• Demonstrated track record of consistently exceeding outbound performance targets, specifically in generating qualified meetings and net new pipeline value.
• Proven ability to execute effective outbound strategies across multiple channels (phone, email, social selling) to generate interest and engage target accounts.
• Growth mindset with the ability to absorb feedback and adapt quickly.
• Business proficiency in English (required); intermediate written Spanish (a plus).
• Demonstrated ability to work independently, manage multiple priorities, and hit deadlines.
• Excellent organization and time management skills.
• Self-starter with exceptional organization and time management skills. 
• Calm and focused under pressure; natural problem solver. 
• Genuine interest in payments, gaming, eCommerce software, or digital business models.
• Desire to work in a fast-paced, evolving environment where initiative is rewarded.
• Proficiency with Salesforce, Outreach, Zoom, GSuite products and other common sales tools.

Preferred Qualifications:

• Experience within the payments industry.
• Spanish language fluency is a plus.

In addition to the base salary, this role carries a variable component total on-target earnings (OTE).