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

Why should you join?

DocuWare stands for globally distributed, international teams and an open corporate culture that invites you to help shape it. Mobile Work and flexible working hours are part of our everyday life. Would you like to be part of an innovative company whose solutions are digitizing everyday work in a wide range of industries? In that case, we are happy to welcome you to the team.

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 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

There are many great reasons to join DocuWare - our company culture is only one of them.
As part of the DocuWare team, you will benefit from many advantages:

• 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 center in Germering (no guarantee).
• Buddy Program: You'll be paired with a buddy, who will support you during your onboarding and offer valuable tips.

For better insights, check us out on Instagram!

Your hiring partner

Anja Krieling
Recruiting Specialist & Employer Branding