Lead Business Generation Representative
Job Summary
Job Description
Progress is seeking a Team Lead, Business Generation to manage a growing business development team. This player-coach role involves collaborating with Marketing and Sales Directors to qualify leads, interact with prospective customers, and drive business growth for the Digital Experience line of Products. Responsibilities include leading SDRs, fostering a performance-driven culture, acting as a subject matter expert, working with sales teams for seamless lead handoff, developing lead generation strategies, analyzing pipeline health, improving SDR processes, collaborating with marketing/product teams, using CRM and sales engagement tools, promoting data hygiene, and conducting regular performance reviews. The role requires 5+ years of sales development experience, proven success in a quota-carrying role, strong proficiency with sales tools like Salesforce, Sales Navigator, Outreach/Salesloft, ZoomInfo, and good communication skills. The position requires working in the U.S. time zone (6:30 PM to 3:30 AM IST).
Must have:
- 5+ years in sales development
- Proven success in SDR/BDR role
- Proficiency with sales tools (Salesforce, Sales Navigator, Outreach/Salesloft, ZoomInfo)
- Data-driven approach with sales metrics knowledge
- Good written and verbal communication skills
- Open to working US time zone (6:30 PM - 3:30 AM IST)
Good to have:
- Subject matter expert for Business Development processes
- Develops and implements lead generation strategies
- Analyzes sales pipeline and metrics
- Improves SDR processes/workflows
- Collaborates with marketing/product teams
- Uses CRM and sales engagement tools
Perks:
- Competitive remuneration package
- Employee Stock Purchase Plan
- 30 days of earned leave
- Extra day off for birthday
- Various leaves (marriage, casual, maternity, paternity)
- Premium Group Medical Insurance for employees and five dependents
- Personal accident insurance coverage
- Life insurance coverage
- Professional development reimbursement
- Interest subsidy on loans
5 skills required
Job Details
We are Progress (Nasdaq: PRGS) - a trusted provider of software that enables our customers to develop, deploy and manage responsible, AI powered applications and experiences with agility and ease.
We’re proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Team Lead, Business Generation and help us do what we do best: propelling business forward.
In this position, you will be a hands-on leader for the growing business development team. Business Generation,Team lead will collaborate with Marketing and Sales Directors to ensure both inbound and outbound leads are being qualified and funneled through the sales process efficiently. The Lead of Business Development Team will interact with prospective customers via telephone, email, and online chat. This is a "player-coach" role, so the Lead of Business Development Team is expected to excel at sourcing, relationship building, lead generation, analysis and sales. This manager will work with different types of people and build an efficient process and continuously analyze results. This is for Digital Experience line of Products
Responsibilities
· Lead and manage a team of Sales Development Representatives (SDRs).
· Foster a performance-driven culture through regular coaching and feedback.
· Become the subject matter expert for all Business Development processes, best practices and metrics.
· Work closely with Account Executives, Inside Sales, and Regional Sales Managers to ensure seamless lead handoff.
· Develop and implement effective outbound and inbound lead generation strategies.
· Provide weekly/Quarterly analysis on Lead quality, Qualified Opportunities and Account Managers discovery calls.
· Track and assess the health of the sales pipeline to ensure alignment with sales targets and revenue goals.
· Manage and continuously improve SDR processes/Workflows, playbooks & outreach cadences.
· Collaborate with Marketing/Product team to align messaging, Ideal Customer Profile, and campaign execution.
· Use CRM (e.g., Salesforce) and sales engagement tools (e.g., Drift, Salesloft) to track team activities and pipeline performance.
· Promote database cleanup and hygiene through regular and ongoing maintenance activities.
· Conduct weekly reviews and audits of SDR discovery calls, emails, and LinkedIn outreach, providing actionable feedback for continuous improvement.
Requirements
· 5+ years of experience in a sales development role.
· Proven success in a quota-carrying SDR/BDR role.
· Strong proficiency with sales tools such as Salesforce, Sales Navigator, Outreach/Salesloft, ZoomInfo, etc.
· Data-driven with a strong grasp of sales metrics, KPIs, and CRM hygiene.
· Establish data hygiene practices that optimize lead generation results.
· Good written and verbal communication skills.
· Must be open to working in the U.S. time zone [6 30 PM to 3 30 AM IST]
If this sounds like you and fits your experience and career goals, we’d be happy to chat. What we offer in return is the opportunity to experience a great company culture with wonderful colleagues to learn from and collaborate with, and also to enjoy:
Compensation
- Competitive remuneration package
- Employee Stock Purchase Plan Enrolment
Vacation, Family, and Health
- 30 days of earned leave
- An extra day off for your birthday
- Various other leaves like marriage leave, casual leave, maternity leave, and paternity leave
- Premium Group Medical Insurance for employees and five dependents, personal accident insurance coverage, and life insurance coverage
- Professional development reimbursement
- Interest subsidy on loans - either vehicle or personal loans.
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About The Company
Progress (Nasdaq: PRGS) empowers organizations to achieve transformational success in the face of disruptive change. Our software enables our customers to develop, deploy and manage responsible AI-powered applications and experiences with agility and ease. Customers get a trusted provider in
Progress, with the products, expertise and vision they need to succeed. Over 4 million developers and technologists at hundreds of thousands of enterprises depend on Progress. Learn more at www.progress.com.
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