Sales Development Team Lead - EMEA & APAC



Sales & Business Development
Remote · United Kingdom
Posted on Thursday, April 6, 2023
Onfido is the new identity standard for the internet. We empower people around the globe to reach services they love and need simply, speedily and safely – whether they’re renting a car or opening a bank account or completing a high-value transaction where identity is key. We built a full-service suite of AI-powered identity verification solutions with fairness and inclusiveness at their core, and were awarded ‘Outstanding Leader in Accessibility’ and ‘Best Innovation in Algorithmic Bias Mitigation’ awards at CogX.
Onfido is an established pre-IPO technology company with a prominent position in the global marketplace that has been repeatedly recognized for excellence in performance and innovation. In 2021 we were awarded ‘Artificial Intelligence and Machine Learning Hot Company’ by CyberDefense Global Infosec Awards, ‘Fraud Prevention Innovation of the Year’ at the CyberSecurity Breakthrough Awards, and named to the CB Insights Fintech 250 for the fourth year running. We've received over $200 million in funding from investors including TPG Growth, Microsoft, and Salesforce to achieve our vision. We partner with thousands of businesses to help millions access services every week – from billion dollar institutions to hypergrowth unicorns. We support identities from 195 countries, and 2,500+ document types. Our recent growth is fuelled by continued increasing demand in the United States – where we’ve grown in year-over-year sales by 264% – as more enterprise organisations accelerate their digital transformation plans with Onfido.
Our goal is to work together to promote and celebrate an inclusive and diverse community. Collectively, all Onfidoers are committed to creating an environment where everyone can be themselves, and where differences are celebrated. We encourage people from all backgrounds and cultures to come together to solve some of the world's most interesting problems.
The Team Lead, EMEA & APAC Sales Development opportunity at Onfido isn't your typical "SDR" Team lead role. The team we’ve built is not only responsible for qualifying leads, setting meetings, and building pipelines but also much more than that...
By joining a collaborative fast-paced culture that relies and thrives on individuals who will go above and beyond, you will build and define not only your team's future with Onfido but the growth and expansion of the company at large! Most importantly, you will be tasked to work closely with Sales Leadership, Account Executives, and marketing teams to generate new business and add to our world-class winning inside sales culture.
As an integral part of our EMEA & APAC sales team, close collaboration with our Senior Sales Development Manager, area VPs of Sales, Rev Opps team, and regional Marketing leads is vital. This position is designed to prepare you with a number of career paths and opportunities at a hyper-growth globally positioned startup that is redefining Identity Verification.

As our Team Lead, EMEA & APAC Sales Development at Onfido you will:

  • Lead our EMEA & APAC-based SDRs & BDRs while remaining hands-on in the BDR/SDR role
  • Work closely with our APAC General Manager & geographic-based VPs of Sales, Regional Marketing Leads, and Operations Team, as well as our highly experienced field sales team, to define and execute on our demand generation and GTM plans.
  • Qualify all Onfido marketing-generated leads
  • Work closely with Account Executives to generate new business
  • Collaborate with the sales team to move prospects through the sales funnel to closure.
  • Participate in corporate & industry-wide conferences

We're looking for an SDR Team Lead who can bring the following experience to Onfido:

  • 1-2+ years experience as a Senior SDR / SDR Team lead at a hyper-growth startup or established >£100M ARR firm.
  • Experience managing/leading and motivating an SDR team, as well as hiring and onboarding new members of the SDR team.
  • Consistent track record of exceeding team targets as an SDR and SDR team lead.
  • Proven management discipline with an emphasis on inbound & outbound campaigns, operational discipline, and strong people / mentoring skills.
  • The desire to build a team of top achievers and bias towards action, accountability, and performance.
  • Comfortable initiating phone conversations, navigating questions, and overcoming objections.
  • Proficiency using an enterprise-grade sales CRM, such as
  • Experience using social networking tools to canvas accounts (LinkedIn, Cognism, Outreach, etc.)Outstanding verbal and written communication skills.
  • A team player mentality with a collaborative attitude and approach.
Onfido Culture
Onfidoer’s share a set of core values and want to hear from you if you believe in:
> Succeeding together; you work collaboratively and put the team first
> Taking pride; you care about quality, producing great work and customer / user outcomes
> Creating customer buzz; you demonstrate a strong user / customer focus
> Learning things & sharing them; you have a natural curiosity and default to sharing knowledge with others
> Finding a better way; you’re adept at finding solutions, experimentation and innovating to make things better
We're committed to making Onfido a fantastic place to work, so we go to great lengths to give you what you need to succeed. You will receive:
> 25 days annual leave plus a day off for your Birthday.
> Two paid volunteering days per year.*
> Bupa Private Medical and Dental Insurance*
> Life Assurance (3x Annual Base Salary)*
> Pension with The People’s Pension (employer contribution 4% of base salary)*
> Generous paid parental leaveFree mental health coaching provided online
> Life enrichment allowance of up to £80 per month to use for services including gym, yoga, fitness classes, massages, childcare, and therapy
> Dedicated learning opportunities including using tools like Learnably with availability to use for learning resources such as books, coaches, conferences, courses, podcasts, and more
> Our open and transparent culture is reflected in our “Better Together” motto and we bring this to life by meeting once a week for our global weekly roundup (OnThursday); holding quarterly team socials, and other company-wide social events
> Expense up to £300 (or local equivalent) to purchase workstation setup equipment
> The opportunity to become a member of Onfido’s resource groups in order to learn different skills in our belonging groups
*after passing probation
Onfido Balance
Personal hyper-growth requires a fast-moving environment, a clear career development plan and—crucially—looking after ourselves.
Onfido Balance is the toolkit we’ve developed to succinctly communicate our benefits offering:
> Our Body benefits prioritise health, wellbeing, exercise and recovery.
> Our Head benefits are focussed heavily on learning whatever your learning style, mental wellness and flexible working.
> Our Heart benefits are framed around sharing our success with our peers, our local communities and our future selves in the form of equity, corporate social responsibility and better togetherness.
Check out Life at Onfido via our LinkedIn Careers Page!
Onfido is committed to creating a diverse and inclusive work environment. We're always on the lookout for talented, passionate people and encourage applications from all backgrounds regardless of age, disability, gender, sexual orientation, parental status, race or religion. If you need reasonable accommodation at any point in the application or interview process, please let us know.