Team Lead - IT Tele Sales

About this role

The Team Leader – Tele Sales is responsible for leading a high-performing SMB sales development team focused on account growth, upsell revenue, cross-sell opportunities, and new SMB customer acquisition. The role combines frontline sales leadership with hands-on commercial engagement, ensuring consistent pipeline generation, deal conversion, and revenue growth across assigned SMB accounts.
Working closely with Sales leadership and Account Managers, the Team Leader drives performance across the SMB portfolio while fostering a results-oriented, customer-centric, and high-performance sales culture.
Responsibilities:
Sales Leadership & Team Management
Lead, coach, and manage a team of Tele Sales Executives / SDRs responsible for SMB account management and lead generation
Drive overall team performance across: Upsell revenue, Cross-sell opportunities, and New SMB customer acquisition
Conduct regular coaching sessions, call reviews, and performance feedback discussions
Foster a performance-driven and customer-focused team culture aligned with business objectives
Pipeline & Revenue Growth
Drive account growth strategies across the SMB portfolio in collaboration with Sales leadership
Ensure disciplined pipeline generation, progression, and deal closure across the team
Monitor account expansion opportunities and ensure timely execution of upsell and cross-sell initiatives
Personally engage in strategic or high-value SMB opportunities where required
Support the team in improving conversion rates and accelerating pipeline movement
Sales Operations & CRM Management
Ensure strong adherence to CRM hygiene, reporting accuracy, and forecasting discipline using Salesforce or similar platforms
Monitor team activity metrics and pipeline health to ensure alignment with targets and KPIs
Maintain visibility on account performance, pipeline coverage, and sales progression across the SMB portfolio
Support data-driven decision-making through accurate reporting and sales insights
Cross-Functional Collaboration
Work closely with Account Managers and Sales leadership on: Account planning, Opportunity prioritization, and Revenue growth initiatives
Collaborate with internal stakeholders to ensure alignment on customer engagement and commercial priorities
Support continuous improvement of SMB sales processes and customer engagement approaches
Requirements
4–7 years of experience in: B2B sales, Inside sales, SMB account management, Lead generation environments
Proven track record in: Upselling, Cross-selling, Closing SMB and short-cycle sales opportunities
Prior experience leading, mentoring, or coaching sales teams (formal or informal leadership experience)
Strong understanding of ICT, technology services, or digital solutions sales is preferred
Hands-on experience with Salesforce or similar CRM platforms
Bachelor’s degree in business administration, Marketing, Sales, Information Technology, or a related field.