Lead Sales Development Representative
Cross-team expert
Career Explorer · Sales · Sales Development
Standard where business need supports the level
What the role involves
- Autonomy
- Sets approach for a domain
- Scope
- Multiple teams / major programs / critical capabilities
- Time horizon
- Quarters
- Expertise and judgement
- Integrates disciplines; influences architecture/process; multiplies others
- Expected impact
- Creates reusable direction and cross-team impact
Expected skills (21)
Grouped as human, professional and technical. Target proficiency uses the P1–P5 scale, and each row says what that level means for that particular skill.
Human (10)
| Skill | Importance | Target | What that level looks like |
|---|---|---|---|
| Accountability Personal Effectiveness | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Active listening Communication & Influence | Core | P3 | Handles complex situations, adapts methods and coaches less-experienced colleagues. |
| Collaboration Collaboration & Leadership | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Critical thinking Thinking & Judgment | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Customer empathy Personal Effectiveness | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Learning agility Thinking & Judgment | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Ownership Personal Effectiveness | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Problem solving Thinking & Judgment | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Verbal communication Communication & Influence | Core | P3 | Handles complex situations, adapts methods and coaches less-experienced colleagues. |
| Written communication Communication & Influence | Core | P3 | Handles complex situations, adapts methods and coaches less-experienced colleagues. |
Professional (11)
| Skill | Importance | Target | What that level looks like |
|---|---|---|---|
| Business acumen Business & Strategy | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Discovery Sales & Revenue | Core | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Account planning Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| CRM process design Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Consultative selling Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Industry knowledge Business & Strategy | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Opportunity qualification Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Pipeline management Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Sales forecasting Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Sales negotiation Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
| Value selling Sales & Revenue | Supporting | P4 | Sets standards, integrates the skill across teams and resolves novel or high-impact problems. |
Career ladder
Reached from
Next steps
- Principal Sales Development RepresentativeIC5IC promotion
Move from cross-team leadership to enterprise/domain authority; shape strategy, investment, standards and multi-team outcomes.
What changes to advance
Move from cross-team leadership to enterprise/domain authority; shape strategy, investment, standards and multi-team outcomes.
Source: Microsoft Careers; ONET · JF0166-IC4