Job Description

The B2B Sales Team Lead – Appointment Setting is responsible for leading and scaling the top of the sales funnel by managing a team of Appointment Setters and Sales Development Representatives (SDRs). This role drives high-volume outbound and inbound lead generation, appointment quality, and pipeline contribution to revenue.

The Sales Team Lead works closely with senior leadership, marketing, and account executives to align appointment-setting strategies with company goals, target markets, and growth initiatives. Success in this role is measured by appointment volume, show rates, conversion metrics, and overall pipeline health.

Key Responsibilities

1. Sales & Appointment Strategy

• Develop and execute scalable strategies to generate qualified B2B sales meetings

• Define ideal customer profiles (ICPs), buyer personas, and qualification criteria

• Optimize outreach across phone, email, LinkedIn, and other prospecting channels

• Test and refine scripts, messaging, and outreach sequences to improve booking and show rates

2. Team Leadership & Performance Management

• Lead, manage, and motivate a team of Appointment Setters/SDRs to achieve daily activity and volume targets (typically 200–300 dials per day)

• Set and monitor daily, weekly, and monthly KPIs for activity, appointments booked, and lead qualification quality

• Conduct regular 1:1s, call reviews, and coaching sessions focused on discovery, objection handling, and value-based conversations

• Support onboarding, training, and production readiness of new team members

3. Pipeline Management & Reporting

• Ensure all booked appointments meet qualification standards before handoff to Account Executives

• Track key metrics, including:

  • Appointments booked vs. attended

  • Lead-to-meeting conversion rates

  • Pipeline contribution and revenue impact

• Prepare performance reports for senior management and identify process gaps or bottlenecks

4. Cross-Functional Collaboration & Systems

• Partner with Client Services and Marketing teams to align campaigns and lead sources

• Maintain CRM accuracy and reporting integrity in HubSpot

• Develop and refine SOPs, workflows, and objection-handling frameworks

Qualifications & Skills

• Minimum 5 years of B2B sales experience, including 2+ years leading SDR or appointment-setting teams

• Bachelors degree in Business, Marketing, or a related field (or equivalent practical experience)

• Strong understanding of outbound prospecting, lead qualification, and sales funnel management

• Proficiency in HubSpot or comparable CRM systems, as well as Google Workspace

• Strong analytical and data-driven decision-making skills

• Excellent negotiation, communication, and objection-handling abilities

Compensation & Incentives

• Uncapped incentive structure with strong earning potential tied to individual and team performance

• High-performing team members can earn significant commissions

• Appointments are typically valued at $75, or $125 when converted into dual appointments