Sales Development (SDR) Team Leader

EPAM's Sales Development team is constantly growing and welcomes you to join us! This role is an exciting next step in your Enterprise Tech Sales career, where you will combine leadership with hands-on prospecting while entering the world of AI, GenAI, Cloud, Metaverse, Machine Learning and many more, so get ready for a unique ride!

We are looking for a Sales Development (SDR) Team Leader who is forward, outgoing, disciplined, and results-driven. In this role, you will lead and support a team of Sales Development Representatives (SDRs) while also contributing directly to prospecting and meeting generation activities. Your mission is to help your team book quality meetings at designated target companies and provide prospects with compelling reasons to engage with us, while also setting the standard through your own outreach efforts. Don't worry, we'll provide all the training you need, from hard to soft skills, to set you up for success. We believe in continuous collaboration, where everyone's growth is supported, but a proactive mindset, ownership, and strong people leadership will make all the difference.

You will collaborate closely with fellow SDRs/Team Leads, Sales/Account Managers/Directors, EPAM Business Units, Operations and Marketing teams, gaining valuable insights into prospecting, sales processes, service offerings, and our success stories. You will also play an important role in coaching, developing and motivating your team, while helping to drive performance, quality, and consistency across daily prospecting activities and supporting SDR career growth. If you are eager to grow beyond your daily responsibilities, you'll also have access to EPAM's global network of talented technologists, architects, strategists, consultants, and analysts. We consider this role an important growth stage within Business Development at EPAM, with a clear career path leading to broader leadership opportunities within our global SDR and Business Development units.

This role will be based in our Guadalajara office and will support the North America region. Standard working hours are aligned to the US West Coast. As a hybrid position, on days worked from the office, the hours will follow the local office schedule.

Responsibilities

• Lead by Example: Manage, coach and support a team of SDRs while also contributing directly to prospecting activities and creating new opportunities for EPAM's sales and client partner (account management) team
• Engage Prospects with Purpose: Reach out to potential clients using communication channels like LinkedIn, email, calls, video calls, and social media to spark meaningful conversations and build lasting relationships
• Follow Proven Processes: Adhere to EPAM's sales cadence and best practices while ensuring your team follows a structured, strategic approach to prospecting and outreach efforts
• Research and Qualify Leads: Dive deep into understanding target accounts and prospects, capturing valuable insights, and qualifying leads based on criteria like budget, authority, needs, and timelines (BANT)
• Set the Stage for Success: Support your team in scheduling discovery calls and business meetings for EPAM's sales and client partner teams, while maintaining a high standard of lead quality and handover
• Drive Team Performance: Monitor activity, quality, and results across the team, provide coaching and feedback, and help develop the skills and confidence of each SDR
• Collaborate and Learn: Work closely with EPAM's sales leaders and team members while continuously growing your knowledge of our offerings, technologies, and industries through training and mentorship
• Support Growth and Operational Excellence: Assist with onboarding, enablement, reporting, and performance management while helping to build a motivated, accountable, and high-performing SDR team

Requirements

• Soft skills: Strong communication, organizational skills, adaptability, leadership, coaching mindset, and the ability to motivate and develop others
• Language knowledge: Proficiency in English (written and spoken) at C1 level or above
• Experience: Previous Outbound Sales, Business Development or SDR, prospecting, or lead generation, experience in a B2B environment, ideally within SaaS, IT services, consulting, or technology-related industries
• People management: Experience in a sales, business development or SDR people management role

Nice to have

• Interest in AI: Curiosity about AI models and tools such as Copilot, Claude, and similar platforms, with an interest in using them to enhance prospect research, outreach personalization, and overall SDR Team productivity
• Interest in IT & Technology: Genuine curiosity about the IT/technology field and a strong desire to learn more about EPAM's services and industry-leading solutions
• Experience: 2+ years of experience in sales development, lead generation, demand generation, business development, or related B2B prospecting roles
• Passion for Enterprise IT Sales: A strong, demonstrated interest in building a long-term career in Enterprise IT sales and leadership, with a willingness to learn and grow in this dynamic field
• Industry Knowledge: Background or experience in industries like Financial Services, Banking, Insurance, Pharmaceutical, Retail, CPG, Telecommunications, Media, Manufacturing, Automotive, Travel & Hospitality, etc.
• Sales Tools Expertise: Experience using tools such as Salesforce, Microsoft Dynamics, Outreach, Apollo, Lusha, ZoomInfo would be highly advantageous
• Sales Methodologies: Experience or awareness of principles like Challenger Sales, MEDDIC/MEDDPICC, BANT, Social Selling, Cold Calling, and Outbound practices is a plus
• Hybrid and Regional Alignment: Experience working in hybrid teams and supporting stakeholders or prospects across North America is beneficial