As Team Leader , you will lead a high-performing team of Tech Business Development Representatives (BDRs) driving qualified pipeline and commercial growth across Cloud’s portfolio.
You will serve as the strategic link between frontline sales and specialized technical teams, partnering closely with Cloud Sales Representatives, Customer Engineers, and Partners. In this role, you will coach BDRs to run rigorous discovery, uncover technical hurdles early, and qualify enterprise opportunities using frameworks like MEDDPICC. You will ensure seamless handoffs to engineering teams for prototyping and securing the technical win.
Beyond deal qualification, you will drive operational excellence—managing forecasting, pipeline hygiene, and team performance to consistently exceed individual and collective targets
Core Responsibilities
• Team Leadership & Quota Attainment: Lead, inspire, and manage a team of Tech BDRs to consistently hit and exceed qualified pipeline targets and revenue milestones across Cloud solutions.
• Technical Pod Alignment & DCE Collaboration: Partner closely with Digital Customer Engineers (DCEs) and technical specialists to streamline qualification workflows. Ensure BDRs capture clear architecture requirements and technical hurdles before handing deals off for technical evaluation and solution prototyping.
• Technical Sales Coaching & Enablement: Drive continuous development through regular 1:1s, call shadowing, and deal clinics. Coach BDRs on value-based consultative selling, multi-threading senior technical buyers (CTOs, VPs of Engineering, IT Directors), and objection handling across Cloud stack.
• Pipeline Operations & Forecasting: Own weekly pipeline pacing, forecasting, and CRM hygiene (Salesforce). Analyze conversion bottlenecks, lead-funnel metrics, and campaign performance to drive proactive sales interventions and accurate stage progression.
• Partner & Marketing Coordination: Collaborate with Partner Managers, field sales reps, and marketing teams to align outbound campaigns with regional demand generation, technical briefings, and partner-led initiatives.
• Talent Development & Coaching: Discover training needs, conduct regular 1:1 coaching sessions, call shadowing, and deal clinics. Mentor team members towards personal, professional, and career development within TP.
• Culture & Values: Cultivate an inclusive, high-performance, and resilient team culture that champions emotional intelligence, innovation, and adherence to TP standards.
Requirements
• Experience: Proven background in Tech SaaS sales, enterprise software, or cloud ecosystem business development, with demonstrated ability to manage high-velocity sales pipelines.
• Technical Acumen: Solid working knowledge of cloud computing models (IaaS, PaaS, SaaS) and data infrastructure, with the ability to engage credibly with technical stakeholders and pre-sales engineers.
• Sales Methodologies: In-depth expertise in modern consultative selling and qualification frameworks (BANT, MEDDPICC, Challenger Sales).
• Systems Proficiency: Advanced experience with Salesforce (SFDC), sales engagement tools (Outreach, SalesLoft), account intelligence platforms, and Google Workspace.
• Education : Bachelor's degree (BA/BS) in Business, Computer Science, Marketing, or equivalent practical experience.
• Communication & Leadership: Exceptional presentation, analytical, problem-solving, and people leadership skills, with demonstrated high emotional intelligence.
• Languages: Fluency in English (spoken and written) and an additional EMEA language where applicable (preferable German).
• Preferred Qualifications: Google Cloud certifications (e.g., Cloud Digital Leader, Associate Cloud Engineer) are highly desirable. Completion of TP internal leadership programs (e.g., Bounce program) is a plus.
Desirable Skills & Competencies
• P rocess Excellence: Systematically optimizing outbound cadences, qualification SLAs, and lead-to-opportunity conversion processes to enhance…