Team Lead Prospect Operations & Qualification (m/f/d)

Your Responsibilities

As Team Lead Prospect Operations & Qualification (m/f/d), you are responsible for building and leading a high-performing SDR team that consistently delivers a qualified pipeline. You own the SDR operating model from first contact to handoff to the Account Executive.

Your responsibilities include:

• You are responsible for developing your SDR team through structured, data-driven coaching (call scoring, sequence reviews, cohort benchmarks), fostering a process-oriented outreach culture and ensuring a steady stream of qualified leads and meetings.
• You are responsible for all aspects of performance management: setting goals, dashboarding, conducting reviews, and optimizing coverage, capacity, and messaging based on data insights.
• You are responsible for implementing and maintaining HubSpot sales governance and automation: standardized lead statuses, call outcomes, sequences, task queues, SLA alerts, trigger-based assignments, and clear documentation.
• You are responsible for improving lead quality and distribution in HubSpot: data enrichment, deduplication, normalization, lead routing, handoffs to sales, and monitoring hygiene and sync dashboards for rapid issue resolution.
• You are responsible for collaborating with regional marketing and sales to develop targeted outreach strategies for high-value accounts, integrating AI-driven workflows, and continuously enhancing the SDR operating model as part of the go‑to‑market strategy.

What you need to succeed

• You hold a degree in business administration, marketing, communications, or a related field, or have equivalent professional experience.
• You have gained some years of hands‑on experience in B2B SaaS Sales Development, including leading or coaching SDRs in a fast‑paced, revenue‑driven environment.
• You bring deep practical knowledge of HubSpot Sales Hub - including automations, reporting, and change management. HubSpot certifications are a plus.
• Your strong analytical skills (e.g., dashboards, cohort analyses, A/B testing) and expertise in lead management ensure data‑driven decisions and continuous improvement.
• You demonstrate strategic thinking, translating GTM goals into actionable SDR initiatives.
• Your skill set includes effective communication, coaching, and the ability to independently develop playbooks and training materials.
• You are fluent in English; German or additional languages are an advantage.
• Ideally, you bring first experience with AI tools for research, personalization, and quality assurance.

What we can offer

• Globally distributed, international teams: You will find our teams working in Germering, New York, Sofia or other worldwide locations.
• Flexible work location and hours: You work hybrid – on the road or in our modern office – and you have the flexibility to arrange your own working hours.
• Individual support: After an intensive induction, you will receive regular training tailored to your needs (e.g. conferences, internal team building measures).
• Well‑earned rest: 35 vacation days per year, sport offerings, massages, a football table and a relaxing lounge area.
• Mental health support: With our employee assistance program you have free and confidential access to resources and support for your well‑being and stress management at any time.
• Healthy food: Together we enjoy Fairtrade coffee with organic milk or oat milk, snacks and fresh fruit – all free of charge – as well as subsidized lunch from the Foodji fridge.
• Free Tuesday Lunch: Every Tuesday, enjoy a complimentary and varied lunch.
• Good accessibility: Choose how you would like to come to the office with a leased e‑bike, by train or via highways A96/A99 (you can charge your e‑car on site for free).
• Team spirit: Regular employee and team events (virtual or on‑site) ensure excellent collaboration with colleagues around the world.
• Sustainability and social commitment: DocuWare stands for paperless work and supports volunteer organizations and local sports clubs.
• Planning for your future: DocuWare subsidizes your company pension plan!
• We offer a stable job with a well established and growing company.
• Unique benefits: Choose one of three great options (Bonago, E‑Gym or subsidized Deutschlandticket) to suit your needs.
• We only use the latest technologies – find out more on Stackshare.
• Up to 30 Days Work from Abroad: Experience international opportunities and broaden your horizons.
• Family First: Preferential registration in our selected daycare centre in Germering (no guarantee).
• Buddy Program: You'll be paired with a buddy, who will support you during your onboarding and offer valuable tips.