Team Lead, Sales Development

About this role

About Definitive Healthcare :

At Definitive Healthcare (NASDAQ: DH), we’re passionate about turning data, analytics, and expertise into meaningful intelligence that helps our customers achieve success and shape the future of healthcare. We empower them to uncover the right markets, opportunities, and people—paving the way for smarter decisions and greater impact.

Headquartered just outside of Boston, Massachusetts, Definitive Healthcare operates across North America, Europe, and India, supporting a growing global client base of more than 2,400 customers since our founding in 2011.

We’re also a great place to work. In 2024 and 2025, we earned multiple workplace honors, including Built In’s 100 Best Places to Work in Boston (both years), a Stevie Bronze Award for Great Employers, and recognition as a Great Place to Work in India.

We foster a collaborative, inclusive culture where diverse perspectives drive innovation. Through programs like DefinitiveCares and our employee-led affinity groups we strive to promote connection, education, and inclusion.

About the Role

The SDR Team Lead is responsible for driving day-to-day execution, coaching, and team engagement across a grouping of SDRs within the Life Sciences team . This role acts as a frontline player-coach and operational leader, helping ensure consistent inbound & outbound activity, strong prospecting execution, and ongoing SDR development.

The SDR Team Lead partners closely with SDR Director to reinforce process, support onboarding, improve team performance, and maintain a high-energy, accountable sales culture. This role will provide frontline leadership support for a team of approximately 5 SDRs within the Life Sciences vertical .

What You’ll Do

Team Leadership & Execution

• L ead team huddles, call blocks, and outbound execution sessions

• Drive participation, accountability, and consistency across SDR activities

• Ensure reps are prepared with targeted account lists, personas, and messaging

• Monitor activity pacing and support attainment of team KPIs

• Reinforce best practices for prospecting, follow-up, and Salesforce hygiene

• Act as the first point of support for day-to-day rep questions and escalation

Coaching & Development

• P rovide real-time coaching during call blocks and weekly 1:1 sessions

• Review calls, emails, and outreach strategies to improve rep performance

• Conduct role plays and objection handling exercises

• Support onboarding and ramping of new SDR hires

• Identify skill gaps and partner with leadership on development plans

• Share best practices and contribute to ongoing enablement initiatives

Operational Support

• A ssist SDR leadership with reporting, performance insights, and process improvements

• Surface trends, challenges, and opportunities impacting team performance

• Help coordinate territory planning, account distribution, and campaign execution

• Support implementation and adoption of new tools, workflows, and initiatives

• Participate in hiring processes, interviews, and onboarding activities

Culture & Team Engagement

• H elp foster a collaborative, positive, and high-performance team culture

• Celebrate wins and encourage peer-to-peer recognition

• Promote strong communication and engagement across the SDR organization

• Lead by example through professionalism, accountability, and consistent execution

What You'll Bring

• 1-2 years experience with p roven success in an SDR or outbound sales role

• Strong prospecting, communication, and objection handling skills

• Demonstrated leadership, mentorship, or coaching experience preferred

• Ability to motivate and influence peers in a fast-paced environment

• Deep understanding of sales tools functionality and enhancing workflows for maximizing efficiency and innovation

• Highly organized with strong time management and prioritization skills

• Experience using CRM and sales engagement platforms

• Comfortable providing feedback and driving accountabilit y

Compensation and Benefits

The salary range for this position is $59,500 – $111,300 per year, which represents the base pay the company reasonably and in good faith expects to pay for this role. Actual pay within this range will be determined based on factors such as relevant experience, skills, and qualifications.

Depending on the position, employees may also be eligible to participate in a company bonus or commission plan. All employees are eligible for a comprehensive benefits package, including medical, dental, and vision coverage, unlimited paid time off, and participation in the company’s 401(k) plan with employer contribution. Why we love Definitive, and why you will too!

• Industry leading products

• Work hard, and have fun doing it

• Incredibly fast growth means limitless opportunity

• Flexible and dynamic culture

• Work alongside some of the most talented and dedicated teammates

• Definitive Cares, our community service group, gives all of us a chance to give back

• Competitive benefits package including great healthcare benefits and a 401(k) match

What our Employees are saying about us on Glassdoor:

“Great Work atmosphere, great work life balance, excellent company to work for, amazing top notch product, incredible customer service, lots of tools to help you succeed.”

-Business Development Manager

“Great team. Amazing growth. Employees are treated very well.”

-Research Analyst

“I have waited 36 years to work at a dream job for a dream company and I am so happy to have finally got there.”

-Profile Analyst

If you don’t fit all of these qualifications, but believe you’re still a great fit, feel free to apply and tell us why in your cover letter.

If you are a California, Colorado, New York City or Washington resident and this role is a remote role, you can receive additional information about the compensation and benefits for this role, which we will provide upon request.

Definitive Hiring Philosophy

Definitive Healthcare is an equal opp

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