Role Overview:
The Sales Development Supervisor is responsible for leading and scaling the top of the sales funnel by managing a team of Appointment Setters and Sales Development Representatives (SDRs). This role drives high-volume outbound and inbound lead generation, appointment quality, and pipeline contribution to revenue.
The Sales Development Supervisor works closely with senior leadership, marketing, and account executives to align appointment-setting strategies with company goals, target markets, and growth initiatives. Success in this role is measured by appointment volume, show rates, conversion metrics, and overall pipeline health.
Key ResponsibilitiesSales & Appointment Strategy:
- Develop and execute scalable strategies to generate qualified B2B sales meetings
- Define ideal customer profiles (ICPs), buyer personas, and qualification criteria
- Optimize outreach across phone, email, LinkedIn, and other prospecting channels
- Test and refine scripts, messaging, and outreach sequences to improve booking and show rates
Team Leadership & Performance Management:
- Lead, manage, and motivate a team of Appointment Setters/SDRs to achieve daily activity and volume targets (typically 200–300 dials per day)
- Set and monitor daily, weekly, and monthly KPIs for activity, appointments booked, and lead qualification quality
- Conduct regular 1:1s, call reviews, and coaching sessions focused on discovery, objection handling, and value-based conversations
- Support onboarding, training, and production readiness of new team members
Pipeline Management & Reporting
- Ensure all booked appointments meet qualification standards before handoff to Account Executives
- Track key metrics, including:
- Appointments booked vs. attended
- Lead-to-meeting conversion rates
- Pipeline contribution and revenue impact
- Prepare performance reports for senior management and identify process gaps or bottlenecks
Cross-Functional Collaboration & Systems
- Partner with Client Services and Marketing teams to align campaigns and lead sources
- Maintain CRM accuracy and reporting integrity in HubSpot
- Develop and refine SOPs, workflows, and objection-handling frameworks
Qualifications & Skills:
- Minimum of 5 years of B2B sales experience, including 2+ years leading SDR or appointment-setting teams
- Bachelor's degree in Business, Marketing, or a related field (or equivalent practical experience)
- Strong understanding of outbound prospecting, lead qualification, and sales funnel management
- Proficiency in HubSpot or comparable CRM systems, as well as Google Workspace
- Strong analytical and data-driven decision-making skills
- Excellent negotiation, communication, and objection-handling abilities
Compensation & Incentives
- Uncapped incentive structure with strong earning potential tied to individual and team performance
- High-performing team members can earn significant commissions
- Appointments are typically valued at $75, or $125 when converted into dual appointments
