Sales Development Representative (SDR) Lead

Join the planet’s most important fight
Normative is now looking for a Sales Development Representative (SDR) Lead for our team in London

Normative helps companies to understand and reduce their carbon footprints towards their journey to Net Zero. We do this through science-based carbon accounting products and tailored advice from net zero experts. What we do has a real positive impact on the climate - you can too!

Our Sales team is now growing and we’re looking for a passionate and driven leader to join our growing team in the London office and make a real impact on the fight against climate change. As SDR Lead, you will play a crucial role in helping companies achieve their NetZero goals and contribute to a sustainable future.

About the Role

As a SDR Lead, you will be responsible for developing and managing a team of 6 SDRs, enabling them to hit their monthly goals and grow the business. You will optimise outbound sales strategy, provide hands-on coaching, and collaborate closely with sales and marketing leadership.

What you will do:

• Team Leadership: Manage and lead a team of SDRs (including hiring and onboarding talent when needed), providing guidance, motivation, and mentorship to help the team meet and exceed lead generation goals. Provide regular training, 1:1 coaching, and feedback to help team members improve their skills in cold calling, lead qualification, and email outreach. Share best practices and sales techniques.

• Outbound Strategy: Develop and implement outbound prospecting strategies for identifying and qualifying leads to ensure a consistent pipeline of high-quality opportunities.

• Performance Management: Monitor and evaluate the team’s performance, ensuring that individual and team KPIs (e.g., calls, emails, meetings booked, SAOs) are consistently met.

• Cross-functional Collaboration: Work closely with the wider sales leadership team, marketing, and operations teams to ensure smooth alignment on strategy, process, and effective use of tools (i.e. Salesforce CRM).

• CRM & Reporting: Ensure the SDR team accurately inputs sales activities in our Salesforce CRM, and uses additional sales engagement tools effectively. Regularly report on team performance, lead quality, and pipeline health to senior leadership. Continuously analyse and optimise outreach processes, tools, and techniques to increase team efficiency and lead generation effectiveness.

• Market Insights: Stay up-to-date on the latest trends and best practices in sustainability, and the competitive landscape.

What you'll bring:

• 2-3 years experience in a SDR role, with a proven track record of meeting or exceeding targets in a B2B SaaS environment.

• Prior experience managing or mentoring junior team members, or acting as a lead within a sales team.

• Strong understanding of outbound sales processes, prospecting tools, and lead qualification techniques.

• Excellent communication, coaching, and interpersonal skills.

• Experience with CRM software (e.g., Salesforce) and sales engagement tools (e.g., Outreach, Gong).

• Target-obsessed mindset with a focus on continuous improvement and team development.

- Adaptability and ability to thrive in a dynamic environment. You embrace change, learn quickly, and think on your feet as needed

- A passion for sustainability and a desire to make a positive impact on the world.

If you are a driven and passionate individual with a strong desire to make a positive impact on the world, and a real love for sales, we encourage you to apply. This is an exciting opportunity to join a mission-driven company and make a real difference in the fight against climate change.

Join us and be a part of something bigger than yourself. Together, we can create a more sustainable future for all.

Not sure you meet 100% of our qualifications? Apply anyway!

Location

Normative has offices in Stockholm, London and Copenhagen. For this role you can be located in our beautiful Bankside office in London (Metal Box Factory Workspace).

At this time we are not able to offer relocation or VISA support for this position.

The Sales team works from the office 4+ days a week as we believe in providing you with the best support and opportunity to collaborate by working from our office with your peers.

Benefits

• Annual merit-based salary reviews

• 30 days/year of paid vacation + up to 2 additional days off

• Pension and parental leave

• 1 wellness hour per week

• Social and team-building activities (off-site, after work, winter/summer parties)

• An opportunity to make a real positive impact on the world

• A friendly, supportive and humble working culture

We review our benefits packages on a regular basis and might modify our benefits from time to time

How to Apply

We adopt a continuous selection process, so please make sure to apply with your CV in English.

Our interview process consists of 4 stages:

1. Screening interview with a member of our Talent Acquisition team
2. First interview with the hiring manager

Online Personality & Logic assessment
3. Interview with members of the Sales team
4. Practical Case Interview

We’re committed to hiring diversely. Having employees from diverse backgrounds brings a wealth of perspectives and experience to our team. We assess candidates based on their experience, skills and unique talents and evaluate everyone against the same criteria.

Normative handles sensitive financial data and we will therefore conduct a background check before hiring any candidate.