Sales Development Representative - Team Lead

Ontic

1d•Remote

About The Position

Ontic provides software that helps corporate and government security teams identify threats, assess risk, and respond faster to keep people and organizations safe. Its Connected Intelligence Platform unifies security operations and data into a centralized system of record, enabling organizations to conduct risk assessments, protect against workplace violence, and manage threats and incidents more efficiently. Fortune 500 companies and federal agencies rely on Ontic to support security programs such as executive protection, threat intelligence, and corporate investigations. We are looking for a high-performing SDR Team Lead to drive pipeline generation and elevate team performance within our Sales Development organization. This is a player-coach role, combining individual contribution with leadership of a small SDR team. You will partner closely with Sales to generate qualified pipeline while coaching, developing, and holding your team accountable to performance standards. You bring a proven track record as an SDR, consistently exceeding quota in competitive environments, along with the ability to influence others and improve team output. You are comfortable prospecting into net-new accounts and lead by example with a structured, solution-oriented approach. Our Sales development team has a history of success that we are looking to grow upon. There is an opportunity for a future growth role in Sales within the company. Our hope is that you match our values framework.

Requirements

2+ years of experience as an SDR/BDR with a proven track record of exceeding quota
Demonstrated experience mentoring, coaching, or informally leading other SDRs
Exceptional communication skills with a strong phone presence and ability to coach messaging
Experience operating in a mix of Account-Based (ABM/ABE) and MQL environments
Proven track record of meeting or exceeding quotas and accurately forecasting pipeline
Strong understanding of outbound prospecting and inbound lead qualification
Proven ability to drive both individual performance and influence team outcomes
Ability to inspect pipeline, identify gaps, and drive performance improvements
High level of integrity and commitment to building a successful company
Proficient with sales tools such as LinkedIn Sales Navigator, Demandbase, ZoomInfo, Salesforce, and Outreach (preferred)
Bachelor’s degree preferred; high school diploma or equivalent required

Responsibilities

Work directly with the SDR Director to report on team performance, highlight gaps, and escalate risks impacting results
Lead, coach, and develop a team of SDRs to drive consistent activity, pipeline generation, and performance
Operate as a player-coach by generating pipeline through outbound prospecting and inbound follow-up
Partner with Account Executives on account strategy, messaging, and pipeline priorities across new business
Drive prospecting efforts across net-new prospects
Inspect and improve performance through call reviews, 1:1s, and pipeline analysis to increase conversion rates
Hold the team accountable to activity, pipeline, and conversion targets
Ensure high-quality qualification and meeting setting for the Sales team
Support onboarding and ramping of new SDRs to accelerate time to productivity
Collaborate with Sales and Marketing on account-based initiatives and campaigns
Maintain accurate activity tracking, pipeline hygiene, and forecasting in Salesforce