Team Leadership & Coaching
• Serve as the day-to-day leader across Field and Corporate SDRs, providing tailored coaching that accounts for the distinct playbooks, deal complexity, and buyer profiles of each segment.
• Review calls, emails, LinkedIn touches, and account plans to identify patterns — reinforcing what’s working and correcting what isn’t, with specificity for the motion each rep is running.
• Run structured 1:1s and team huddles that create accountability and momentum without micromanagement.
• Partner with the Head of Sales Development and Enablement to onboard new SDRs and accelerate ramp to full productivity across both segments.
• Develop individualized coaching plans grounded in performance data and qualitative observation, with clear milestones and feedback loops.
• Act as the credibility anchor for the team — modelling the behaviours and standards you expect, whether that’s on the phone, in a sequence, or in the field.
Individual Contribution — Field & Corporate Prospecting
• Carry your own book of accounts, spanning Field (strategic, enterprise) and/or Corporate (mid-market) targets from our ICP list, and hit individual pipeline and SQO targets each month.
• Engage Director, VP, and C-suite contacts through multi-channel outbound — personalized email, phone, LinkedIn, and direct mail — with messaging calibrated to executive audiences in the programmatic advertising and adtech space.
• For Field accounts: represent Quantcast at industry trade shows, regional events, executive dinners, and sponsored conferences. Drive pre-event outreach to secure meetings and execute disciplined post-event follow-up.
• For Corporate accounts: run high-velocity, persona-driven sequences through our sales engagement platform, qualifying ICP fit and converting pipeline at pace.
• Operate as a true extension of the sales team — participating in account planning, contributing field and market intelligence, and co-developing strategies to penetrate priority accounts.
Performance, Reporting & Cross-Functional Partnership
• Track funnel metrics across both segments — activity, pipeline quality, ICP rate, and SQO attainment — proactively identifying gaps and correcting course before they compound.
• Maintain meticulous records in Salesforce for yourself and your team, ensuring data quality supports accurate forecasting and territory planning.
• Communicate performance insights to the Head of SDR, Field and Corporate AEs, and Marketing — translating frontline intelligence into sharper targeting and messaging across both motions.
• Partner with Marketing on event strategy and campaign feedback. Work with Sales Enablement to refine playbooks and share learnings that benefit the broader team.
• Stay current on adtech trends, competitor positioning, and shifts in the programmatic landscape. Bring that market knowledge back to your team.