At Greenlight Guru, we help the world’s most innovative medical device companies bring high-quality, life-changing products to market faster. We serve 1000+ global customers with our quality management and clinical data capture software, helping them get their products on the market and keep them there.
When you join the team at Greenlight Guru, you’ll be a part of a collaborative, mission-driven team working in one of the most exciting and rewarding industries on the planet. Backed by JMI Equity, one of the premier growth equity firms for SaaS companies, Greenlight Guru is growing—and looking for individuals who are difference-makers. Is that you?
The Role
Greenlight Guru is looking for an experienced SDR Team Lead to join our Marketing Team. In this role, you will be a player-coach tasked with achieving your own results while managing a team of 3 SDRs. You’ll drive qualified pipeline by leading from the front - hitting your own targets, developing a high-performing team, and building the foundation for a scalable SDR function. This role is designed to grow into a full-time leadership position as we scale.
This is an exciting role for an emerging leader to play a leading role in building the next-gen SDR function for Greenlight Guru. If you're buyer-focused and passionate about creating exceptional journeys, performance-driven with a hunger for growth, and energized by building repeatable systems through testing and optimization - while collaborating cross-functionally with Marketing and Sales - this is your role!
Your Contributions & Responsibilities
- SDR leadership: Coach and develop SDRs to improve prospecting, objection handling, and qualification skills - as measured by opportunity creation
- Conduct regular 1:1s, call coaching sessions, and team standups to reinforce skills and accountability.
- Help SDRs improve their prospecting, objection handling and qualification skills
- Build and foster a team culture of performance, accountability, and continuous improvement
- Lead qualification: Work alongside your sales team to achieve a quarterly quota of qualified opportunities through a mix of sources (inbound, outbound, and partner-referred)
- Prospecting: Proactively target prospects at companies in a systematic process with a multi-channel and creative outbound prospecting approach (e.g. social selling, video, personalized emails, and phone calls)
- Process building: Create and refine SDR playbooks, scripts, and email templates
- Regularly audit inbound and outbound activities to ensure the team is engaging effectively with the right accounts
- Collaborate closely with other teams, including Sales, Demand Gen, and Product Marketing on outbound account targeting, demand campaign strategies, positioning and messaging, etc.
Your Ideal Qualifications
- 3+ years of successful SDR/BDR experience with demonstrated results (achieved or exceeded quota)
- 1+ years of sales team leadership or management experience (achieved or exceeded quota)
- Proven track record of coaching and leading team members to be successful
- Strong understanding of outbound sales, pipeline development, and qualification frameworks
- Strong operational acumen - you know how to build clear, repeatable processes and are always iterating to improve them.
- You’re performance-minded and data-driven - you lead with insights and measure what matters
- Excellent written and verbal communication skills
- Salesforce experience required; Gong Engage and 6Sense experience preferred
- AI experience strongly preferred
Benefits you’ll enjoy:
- Flexible Paid Time Off policy and working hours
- Home Office stipend for new hires
- Multiple Medical Insurance options, plus Dental and Vision
- 401k (with company match)
- Equity Program Eligibility (based on role and/or tenure)
- Paid Maternity and Paternity Leave
- Disability insurance
This is a remote role and will ideally be located near the Indianapolis, Atlanta, Chicago, OR Boston areas. The on target earnings for this role will be up to $115,000. The actual base salary is determined by factors such as, but not limited to, experience, education, skills, and geographic location. The compensation for this role will have a base salary and commission.
Greenlight Guru is an Equal Opportunity Employer. Individuals seeking employment at Greenlight Guru are considered regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you need assistance or accommodations to submit your application for this position, please email [email protected].
