Sales Development Representative - Team Lead at Ontic

Who We Are Ontic provides software that helps corporate and government security teams identify threats, assess risk, and respond faster to keep people and organizations safe. Its AI-powered Connected Intelligence Platform unifies security operations and data into a centralized system of record, enabling organizations to conduct risk assessments, protect against workplace violence, and manage threats and incidents more efficiently. Fortune 500 companies and federal agencies rely on Ontic to support security programs such as executive protection, threat intelligence, and corporate investigations. Learn more at ontic.ai [Upgrade to PRO to see link] or follow us on LinkedIn [Upgrade to PRO to see link] Who You Are We are looking for a high-performing SDR Team Lead to drive pipeline generation and elevate team performance within our Sales Development organization. This is a player-coach role, combining individual contribution with leadership of a small SDR team. You will partner closely with Sales to generate qualified pipeline while coaching, developing, and holding your team accountable to performance standards. You bring a proven track record as an SDR, consistently exceeding quota in competitive environments, along with the ability to influence others and improve team output. You are comfortable prospecting into net-new accounts and lead by example with a structured, solution-oriented approach. Our Sales development team has a history of success that we are looking to grow upon. There is an opportunity for a future growth role in Sales within the company. Our hope is that you match our values framework Responsibilities - Work directly with the SDR Director to report on team performance, highlight gaps, and escalate risks impacting results - Lead, coach, and develop a team of SDRs to drive consistent activity, pipeline generation, and performance - Operate as a player-coach by generating pipeline through outbound prospecting and inbound follow-up - Partner with Account Executives on account strategy, messaging, and pipeline priorities across new business - Drive prospecting efforts across net-new prospects - Inspect and improve performance through call reviews, 1:1s, and pipeline analysis to increase conversion rates - Hold the team accountable to activity, pipeline, and conversion targets - Ensure high-quality qualification and meeting setting for the Sales team - Support onboarding and ramping of new SDRs to accelerate time to productivity - Collaborate with Sales and Marketing on account-based initiatives and campaigns - Maintain accurate activity tracking, pipeline hygiene, and forecasting in Salesforce Qualifications - 2+ years of experience as an SDR/BDR with a proven track record of exceeding quota - Demonstrated experience mentoring, coaching, or informally leading other SDRs - Exceptional communication skills with a strong phone presence and ability to coach messaging - Experience operating in a mix of Account-Based (ABM/ABE) and MQL environments - Proven track record of meeting or exceeding quotas and accurately forecasting pipeline - Strong understanding of outbound prospecting and inbound lead qualification - Proven ability to drive both individual performance and influence team outcomes - Ability to inspect pipeline, identify gaps, and drive performance improvements - High level of integrity and commitment to building a successful company - Proficient with sales tools such as LinkedIn Sales Navigator, Demandbase, ZoomInfo, Salesforce, and Outreach (preferred) - Bachelor’s degree preferred; high school diploma or equivalent required Ontic Benefits & Perks Competitive Salary Medical, Vision & Dental Benefits 401k Stock Options HSA Contribution Learning Stipend Flexible PTO Policy Quarterly company ME (mental escape) days Generous Parental Leave policy Home Office Stipend Mobile Phone Reimbursement Home Internet Reimbursement for Remote Employees Anniversary & Milestone Celebrations Ontic is an equal-opportunity employer. We are committed to a work environment that celebrates diversity. We do not discriminate against any individual based on race, color, sex, national origin, age, religion, marital status, sexual orientation, gender identity, gender expression, military or veteran status, disability, or any factors protected by applicable law. All Ontic employees are expected to understand and adhere to all Ontic Security and Privacy related policies in order to protect Ontic data and our clients data. Don’t meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Ontic we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Ontic prioritizes the full inclusion of qualified individuals, providing necessary accommodations for those with disabilities to perform essential job functions. If you need assistance during the application or interview process or job tasks, please contact us at [Upgrade to PRO to see contact] or call (512) 572-7400