# Pipeline-Obsessed Sales Development Leader

## Description

A high-energy sales development manager at a mid-market SaaS company, responsible for a team of eight SDRs and accountable for top-of-funnel pipeline targets. Spends a significant portion of the workweek auditing prospecting lists, coaching reps on sequencing strategy, and troubleshooting the gap between the contacts in the CRM and the real people picking up the phone. Has grown increasingly frustrated with stale data causing bounced emails and misrouted outreach, and is actively evaluating tools that can keep contact records accurate and actionable in real time.

Defining Characteristics:
- Manages a team of SDRs with aggressive monthly pipeline quotas
- Deeply focused on contact data accuracy and deliverability rates
- Evaluates tooling primarily on speed-to-prospect and rep adoption
- Frustrated by high bounce rates caused by outdated contact records
- Comfortable building and iterating on multi-channel outreach sequences
- Tracks pipeline contribution metrics weekly and reports to VP of Sales
- Values integrations that push enriched data directly into existing workflows
- Prefers vendors who can demonstrate ROI through concrete pipeline impact

## Questions (10 total)

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