Job Purpose
The Head of SDR leads Tarjama& / Arabic.AI Sales Development Representative (SDR) function within the Commercial Department, overseeing lead generation, prospecting, outreach, lead qualification, and meeting generation to support the commercial pipeline. The role sets team priorities and operating standards, translates commercial priorities into effective prospecting activity, and ensures accurate CRM data, consistent performance monitoring, and continuous improvement of outreach strategies. The Head of SDR works closely with Business Development Specialists, Account Managers, and other commercial stakeholders to strengthen lead quality, improve engagement, and support business growth.
Duties & Responsibilities
SDR Team Leadership & Performance Management
• Lead, coach, and support SDR Coordinators and Senior SDR Coordinators, providing direction, feedback, and ongoing development.
• Set team priorities, activity expectations, and performance targets aligned with commercial goals.
• Monitor individual and team performance, including outreach activity, qualified leads, meetings booked, and campaign outcomes.
• Review results regularly, identify performance gaps, and implement coaching or improvement actions.
• Promote accountability, consistent execution, collaboration, and knowledge sharing across the SDR team.
Lead Generation & Prospecting Strategy
• Develop and oversee lead-generation and prospecting plans aligned with Tarjama&’s services, target markets, and commercial priorities.
• Guide the identification, research, segmentation, and prioritization of target companies, industries, decision-makers, and potential use cases.
• Oversee personalized outreach through relevant channels, including email, LinkedIn, and phone.
• Ensure lead qualification and meeting-booking practices support the needs of Business Development and the wider Commercial team.
• Use prospect feedback, objections, engagement patterns, and market insights to refine targeting, messaging, and outreach approaches.
CRM Governance & Data Quality
• Establish and maintain standards for CRM data accuracy, completeness, timely updates, and consistent activity tracking.
• Ensure lead status, outreach history, qualification details, and meeting outcomes are recorded clearly and consistently.
• Monitor lead-data quality and address gaps that may affect follow-up, reporting, or pipeline visibility.
• Promote effective use of CRM and sales technology to support productivity and reliable performance reporting.
Cross-Functional Collaboration
• Work closely with Business Development Specialists, Account Managers, and relevant Commercial stakeholders to align on target accounts, lead criteria, and outreach priorities.
• Coordinate feedback on lead quality, meeting outcomes, prospect objections, and conversion opportunities.
• Ensure handovers provide the receiving team with relevant and accurate prospect information.
• Share market observations and prospecting insights that may inform commercial planning and engagement strategies.
Reporting, Analysis & Continuous Improvement
• Prepare regular reports on SDR activity, lead-generation results, meeting performance, and campaign outcomes.
• Analyze performance trends and identify opportunities to improve productivity, targeting, messaging, and lead quality.
• Review outreach processes and recommend practical improvements to increase consistency and effectiveness.
• Maintain visibility of team priorities, progress, challenges, and required support.
Process Standards & Team Development
• Document and reinforce SDR workflows, outreach standards, qualification practices, and CRM requirements.
• Support onboarding and knowledge transfer for new team members and promote sharing of effective prospecting practices.
• Encourage continuous learning and responsible adoption of relevant sales tools and outreach techniques.
• Carry out other duties necessary for the effective operation of the department.
Education, Experience & Qualifications
• Bachelor’s degree in Business Administration, Marketing, or a related field.
• at least 8 years of experience in sales development, lead generation, sales operations, or a related commercial role, including experience guiding or supervising others.
• Demonstrated understanding of prospect research, lead qualification, outbound outreach, and meeting generation.
• Experience using CRM platforms such as Salesforce or HubSpot and maintaining reliable sales activity data.
• Strong analytical, organizational, communication, and stakeholder-management skills.
• Strong written and verbal communication skills in both English and Arabic.
• Ability to prioritize work, manage performance against targets, and support a team in a dynamic, fast-paced environment.
• Experience in the technology or language services sector is an advantage.
Behavioral Competencies
Technical Competencies
· Team Building & Management
· Conflict Management
· Time Management
· Results Orientation
· Influencing Others
· Sales development and prospecting
· Lead qualification and outreach strategy
· CRM and sales technology proficiency
· Performance monitoring and reporting
· Customer, industry, and market insight
· Campaign optimization and data quality