Sales Development Representative Team Lead

About the Company:   FastSpring is the world’s leading ecommerce platform for SaaS/Software, gaming, and digital product companies. Our product hosts over 10 million transactions per year, powering sales growth for more than 3,500 companies in over 200 countries, using every major currency. We pride ourselves on being an innovative company with an entrepreneurial culture, growth mindset, global influence, and profitable operations.   We are committed to building an inclusive work environment, and we invest in our employees by helping team members grow and develop professionally. We are developers, technologists, and business professionals who are globally-minded, customer-focused, and driven by constant innovation.   Founded in 2005, FastSpring is a privately owned company headquartered in Santa Barbara with offices in Amsterdam, Austin, Belfast and Halifax.

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 generat