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About the Role

The Sales Development Representative Team Lead is a critical frontline leadership role within the Sales Development organisation. Operating as a Player-Coach, this role leads a pod of SDRs, providing dedicated coaching, performance management and day-to-day support. The role improves accountability, execution quality, MEDDPICC adoption and SDR development whilst maintaining an individual contribution target of approximately 60-70% of a standard SDR quota. Success is measured through both personal and team performance, development and overall pipeline outcomes.

Responsibilities

Lead, coach and develop a pod of Sales Development Representatives, providing day-to-day support, performance management and accountability to drive individual and team attainment against pipeline objectives.
Deliver structured coaching, call reviews and onboarding support, helping SDRs improve execution, build capability and accelerate progression.
Reinforce MEDDPICC methodology, improve qualification quality, maintain CRM excellence and strengthen opportunity handoff standards.
Support SDRs working within industry verticals alongside aligned Consultants, sharing best practice and supporting vertical-led pipeline growth.
Maintain an individual target equivalent to approximately 50-55% of a standard SDR quota, generating qualified opportunities whilst leading by example through personal performance.
Conduct outbound prospecting via email, phone, and LinkedIn to engage target accounts, proactively working to hit defined KPIs and maintain sales pipeline.
Respond quickly to inbound leads from campaigns, events, and referrals.
Research organisations and tailor outreach to their industry and needs.
Qualify interest, budget, incumbent supplier and decision-making process before handover to Sales.
Partner with Sales Consultants and Account Directors to ensure smooth opportunity handovers.
Work closely with Marketing on campaign execution and event follow-up, contributing feedback from prospects to improve messaging and targeting.
Support the SDR team’s collective goals through collaboration and shared accountability.
Maintain accurate CRM records and adhere to agreed activity and conversion metrics for clear visibility, forecasting, and governance.
Conducting discovery calls and meetings to understand client needs, goals and challenges.
Building, maintaining and nurturing strong relationships with HR, Finance, and People leaders through professional, insight-led outreach.
Partnering closely with Marketing, Sales, and your SDR Manager to execute campaigns effectively.
Representing Reward Gateway with professionalism, curiosity, and energy in every interaction.

Requirements

Proven success in a Sales Development Representative, Business Development Representative or similar B2B sales role.
Track record of achieving or exceeding targets.
Proven ability to influence, motivate and develop others.
Experience using Salesforce, Salesloft or similar CRM platforms.
Demonstrated ability to analyse performance data and identify coaching and development opportunities.
Strong stakeholder management and relationship-building skills.
Previous experience leading, coaching or mentoring individuals within a sales environment or as a Senior SDR/Team Lead.
Knowledge of MEDDPICCC or a comparable sales qualification methodology.
Experience within SaaS, employee engagement, employee benefits or HR technology.

Skills

Sales Development
Coaching
Performance Management
MEDDPICC
CRM
Salesforce
Salesloft
Stakeholder Management
Relationship Building
Prospecting
Outreach
Lead Qualification
Collaboration
Communication

Location

London

Work Type

Full Time
Hybrid

Experience Level

Team Leader
Senior SDR

Salary/Compensations

£55,000 - £65,000 / year

Benefits

40% OTE Commission
Flexible holiday plan of up to 40 days per year
£400 a year Wellbeing Allowance
Private Medical Insurance
Allowance for professional development books, E-books, and podcasts
Contributory pension scheme
Employee, friends and family discounts across 1200+ retail, hospitality and lifestyle brands

About the Company

Reward Gateway, part of Edenred, is a global leader in benefits and employee engagement.
We help businesses attract, engage, and retain top talent through strategic reward, recognition, and well-being solutions.
Guided by our shared missions - ‘Making the World a Better Place to Work’ and ‘Enriching Connections, For Good’ - we’re committed to transforming workplaces and improving people’s daily lives.
Our team embodies entrepreneurial spirit, innovation, and respect.
We push boundaries, speak up, and stay human, fostering a culture where imagination thrives.

Equal Opportunity

At Reward Gateway | Edenred we are committed to ensuring an inclusive and accessible recruitment process for all candidates. If you have any specific requirements or need reasonable adjustments at any stage of the recruitment journey, please let your Talent Acquisition Partner know. Your needs are important to us, and we want to ensure an equitable experience for every candidate.
Be comfortable. Be you.
We want every employee to feel comfortable bringing their passion, creativity, and individuality to work.
We value all cultures, backgrounds, and experiences, because we believe diversity drives innovation and makes us stronger.
Our approach to hiring and building teams is about more than filling roles - it’s about creating an environment where everyone can thrive, feel supported, and contribute to our mission of making the world a better place to work.