Team Lead, Principal Sales Development

As a Team Lead, Principal Sales Development at Deltek, you will lead and inspire a high-performing team of Sales Development Representatives (SDRs) to drive pipeline growth and exceed targets. You will serve as a coach, strategist, and cross-functional partner — ensuring process excellence, platform optimization, and the ongoing development of your team. This role is central to Deltek's Global Sales mission of empowering project-based businesses to achieve their goals.

Key Responsibilities

• Recruit, onboard, and ramp SDRs while actively mentoring and developing each team member's skills and career trajectory
• Lead, coach, and hold SDRs accountable to defined performance plans and quota attainment targets
• Maintain the SalesLoft platform and CRM system; deliver monthly performance reports and update platform configurations as business needs evolve
• Manage pipeline health and activity metrics, using a data-driven approach to identify trends and coaching opportunities
• Model and promote a culture of sales excellence, intensity, proactive problem-solving, and courageous authenticity
• Ensure adherence to established sales processes and best practices across the team
• Provide ongoing training, situational coaching, and structured development plans for each SDR
• Interact with Sales and Marketing leadership to provide actionable, two-way feedback that informs strategy
• Foster cross-geographic collaboration by creating opportunities for SDRs to engage with the broader SDR organization
• Prepare and present data-driven insights for monthly waterfall business reviews
• Lead or contribute to internal project teams and enablement initiatives focused on process improvement, culture, and business growth

Qualifications

• 2–5 years of SDR or inside sales experience with a demonstrated quota-carrying history
• Proven experience in a team lead, subject matter expert, mentoring, or coaching capacity — formal management title not required; approximately 9 months to 1 year of leadership exposure preferred
• Strong coaching, accountability, and performance management skills with the ability to develop individuals at varying performance levels
• Demonstrated ability to manage pipeline, analyze data, and translate insights into actionable coaching strategies
• Deep knowledge of the full sales cycle and modern outbound prospecting methodologies
• Demonstrated experience with consultative sales approaches
• Strong cross-functional collaboration skills, with experience partnering across Sales and Marketing teams
• Self-starter mindset with a proactive approach to identifying and addressing challenges before they escape
• Bachelor's degree preferred; equivalent professional or military experience accepted

Preferred Qualifications

• Experience with relevant sales tech stack: Salesforce, SalesLoft, or Outreach
• Background in sales enablement, onboarding program development, or SDR training
• Experience leading SDR teams within a SaaS or enterprise software environment
• Familiarity with project-based industries such as architecture, engineering, construction, or government contracting
• Demonstrated courageous authenticity — a track record of speaking up, driving change, and leading with transparency