Aircall

Team Scaling and Achievements

• Successfully scaled the SDR/BDR team from 4 to 8 representatives across multiple regions.

Achieved quarterly performance targets:

	•	Q1 FY26: 130%
	•	Q4 FY25: 92%
	•	Q3 FY25: 90%
	•	Q2 FY25: 107%
	•	Q1 FY25: 90%

⸻

1) Leadership & Team Management

• Led and coached a high-performing team of BDRs and SDRs across various regions.
• Recruited, onboarded, trained, and mentored top talent, driving strong career progression and team retention.
• Conducted regular training sessions to upskill the team in tools, best practices, and objection handling.

⸻

2) Strategic Sales Development

• Designed and implemented outbound strategies to significantly increase lead conversion rates.
• Built scalable processes that enhanced XDR productivity and operational efficiency.
• Defined and tracked key KPIs to measure and optimize team performance.

⸻

3) Pipeline Generation & Conversion Optimization

• Developed data-driven strategies to improve lead qualification, scoring, and prioritization.
• Implemented tools and technologies such as Outreach, Lonescale, Madkudu, Highspot, and various Sales Engagement platforms to strengthen outreach, tracking, and reporting capabilities.
• Managed and refined lead scoring systems to ensure consistent high-quality pipeline creation.

⸻

4) Cross-functional Collaboration

• Partnered with sales leadership to align SDR/BDR activities with broader revenue goals.
• Collaborated with marketing teams on campaign launches, messaging strategies, and lead handoff processes.
• Supported account executives with seamless transitions from lead generation to deal closing.

⸻

5) Process Innovation & Enablement

• Championed CRM optimization initiatives to streamline workflows and improve reporting accuracy.
• Spearheaded the integration of AI-powered solutions to enable smarter prospecting and engagement.
• Continuously refined operational processes to enhance overall team effectiveness and scalability

BDR & SDR Manager - France, Italy, Israel and Middle East

SDR Leaders of EMEA

Member

Talkdesk

Achieved team performance milestones:

- Q3 FY24: 115% 
- Q2 FY24: 121%

As a BDR, successfully achieved standard personal  target while exceeding with:

- Q3 FY24: 170% 
- Q2 FY24: 170%

1) Team Leadership:

- Coached a team of 6 BDRs to improve outbound strategies, exceed KPIs, and develop skills.
- Conducted weekly 1:1s and reported pipeline metrics to Sales Leadership.

2) Performance Analytics:

- Monitored KPIs using dashboards and Salesforce reports to identify growth opportunities.

3) Talent Acquisition:

- Interviewed, onboarded, and trained new SDRs to build a high-performing team.

Team Lead BDR - France, UK, Ireland, Nordics and Mid-market

Consistently exceeded quota and generated significant pipeline:

- Q3 FY24: 170% Quota attainment - Pipeline generated 1.7 Million $
- Q2 FY24: 170% Quota attainment - Pipeline generated 700k $
- Q1 FY24: 159% Quota attainment - Pipeline generated 1.3 Million $
- Q4 FY23: 175% Quota attainment - Pipeline generated 1 Million $
- Q3 FY23: 140% Quota attainment - Pipeline generated 1.2 Million $

1) Outbound Sales and Prospecting Expertise:

- Mastered cold emailing, cold calling, and social selling strategies to engage prospects and generate high-quality leads.
- Leveraged data-driven insights to refine outbound strategies, optimize lead targeting, and increase conversion rates.

2) Sales Engagement and Lead Generation:

-,Executed personalized outreach campaigns via email, phone, and social channels to drive meetings and build strong prospect relationships.
- Utilized Salesforce and Outreach to track, measure, and analyze outbound effectiveness.

2) Performance Tracking and Continuous Improvement:

- Regularly analyzed and reported on outreach performance using data to identify trends and optimize strategies for better results.

3) Process Optimization and Salesforce Usage:

- Continuously refined outreach processes and workflows to improve efficiency and scalability.
- Used data and Salesforce insights to prioritize high-potential leads and enhance sales pipeline visibility.

Enterprise/ Strategic BDR

- Q2 FY23: 120% Quota attainment
- Q1 FY23 : 155% Quota attainment

Mid- Market BDR 

Carv Capital

Digital marketing agency/ Lead generation

- Prospecting on a daily basis through cold e-mail and cold call (100 cold e-mails/ day, 50 cold calls/day)
- Qualifying leads based on pain points and financial variables such as turnover, working capital and cash flow.
- Responsible for handling B2B and B2C client marketing campaigns via Meta Ads with an average ROI of 2.5
- Setting up email marketing campaigns to increase sales

Founder

HiPay

- Resolved daily payments issues for our partners (SMCP, Franprix, Ankama, Kusmi Tea, All Tricks, Pizza Hut)
- Owned the reconciliation process for individual (wallet) and corporate transactions
- Conducted day-to-day research of the payments activities to help understand the performance
- Provided payment review service

Payment Operation Analyst

Populous World

- Established credit rating systems to analyse the different risks based on payment history, debt-to-Income ratio,working capital ratio and projected cash flow.
- Prepared monthly reports on the degree of risk
- Undertook risk analysis by developing statistical models for our partners
- Consulted and negotiated with customers regarding payment terms and credit limits

Credit Risk Analyst

Customer Experience - Contact Center - Improve your customer experience KPIs with Talkdesk's AI-infused omnichannel cloud contact center

Jérémy Carvalho

Nous avons allié nos forces entre Pigment  et Aircall  en ce mois de décembre lors d’un call blitz: résultat, 12 meetings bookés 🎯

Un grand merci à Paul Schmitt  pour cette organisation.

Et on remet ça en février pour le Round 2 !

No alternative text description for this image

Nous recherchons un(e) Sales Development Representative (SDR) en stage de 6 mois à partir de février 2026 pour rejoindre l’équipe Aircall. 

Si tu es motivé(e), curieux(se) et que tu veux évoluer dans un environnement sales dynamique, cette opportunité est faite pour toi !

👉 Envoie-moi un message privé si tu es intéressé(e) ou si tu veux en savoir plus.

https://lnkd.in/eNk5MSwm 

Antoine Pécout Sacha Touboul Mathis Pluviaud Victor d'Armancourt Annalisa Bruzzone Sarah Himier James Kina Toukaloa Samy Meddahi Yasmine Kassis

Stage - Sales Development - French market - Paris - 6 months  

SpendLab

BDR Leader (Interim)

SDR Leaders of USA

Co-Founder

SDR Leaders of EMEA is an invite only community whose goal is to make SDR Leaders in EMEA the best in the world.

SDR Leaders of APAC

Noble

Advisor

Yess 🏈

Skaled Consulting

Senior Sales Consultant

Saleswise: Top of Funnel Consultancy

GTMfund

GTMfund Member

Clay

Cooking up some trigger firing, AI and automation content.

Claymaker

Founder @ SDR Leaders of EMEA | I help early-stage technical founders grow their revenue

I build communities and products that help go-to-market teams thrive.

As founder of SDR Leaders of USA & EMEA, I’ve grown a global community of 8,000+ SDR Leaders, RevOps leaders, and GTM operators across EMEA and North America. We host masterclasses, playbook sessions and in-person meetups.  All focused on elevating the role of the SDR leader from pipeline manager to GTM talent architect.

Prior to this, I worked across high-growth SaaS environments (Snowflake, Infoblox and Solace), helping build scalable sales development engines from the ground up.

💬 If you're growing a sales team, rethinking your GTM motion, or exploring the future of SDRs in an AI world, I’d love to connect!

📆 Schedule a chat: https://calendly.com/daveewilkins/saleswise-introduction
📲 Text me: +31619785357
📧 Email:david@sdr-leader.com

David Wilkins

SDR is the hardest job in sales 


Most people have no idea how much noise SDRs push through just to get a single “yes.”

📞 First contact? Total strangers.
📩 Inbox? Buried in junk.
🙅‍♂️ Rejection? 99% of the time.

But SDRs…

Build trust in seconds

Read intent between the lines

Stay sharp after 20 “no’s” before lunch

You’re not order takers.
You are the first impression.
You open the first door to the deal.
And you show up: every. single. day.

What’s your #1 tip for cutting through the noise?

The SDR Leader Guy | Building the #1 Community for SDR Leaders | Founder, Events + Playbooks + AI

Don't be like the Undertaker

We have all fallen into this trap; I did when I started as an SDR.

You get happy ears, when a prospect says ''call me in..'' you think this is for sure going to be a meeting, you can book that holiday you've always wanted etc etc.

However, the prospect is raising an objection, which you must first handle to ensure its validity.

So what would I recommend if someone says ''call me in..''? Here are my top 3 tips:
1️⃣ ''Can you help me understand why, then?'' It could be that the prospect had a project ongoing or a financial year end; get more details as to why they are pushing you to another date.

2️⃣ ''What will have changed at that time?'' Another way of asking the prospect to determine if what you have suggested will be top of mind when you get hold of them at the later date.

3️⃣ ''You mentioned this is something of interest; what happens if you do not act on it before the time we speak'' You are trying to understand if the status quo is 'good enough' for the prospect, if there isn't a pain that you've unearthed, then nothing will change their mind.

What other tips would you add? Let me know in the comments!

Is San Francisco the most electric city for Sales Development?

We had our SDR Leaders of USA meet up last week in the Bay Area, and it was an inspirational evening.

We discussed how:
+ Teams are removing manual tasks almost completely from their teams, so SDRs can focus on the execution of their role
+ How leaders are developing their skill sets 
+ What is the kind of talent leaders are looking to bring in with the AI playing a massive factor.

Thank you to everyone who came and shared their ideas, the tools they are using and also their horror stories!

A HUGE thank you to Nooks for hosting SDR Leaders of USA at their sweet office in SF last week and for all their support in growing our community over the last 12 months.

London <> SDR Leaders of EMEA holds a special place for me

Each time we connect, new SDR leaders join us and share their experience, expertise, and amazing vibes.

This time was extra special, with members from Barcelona and San Francisco making their way to be a part of this evening.

We changed it up this time, joined by Christian Kletzl, who shared his executive insights on how the C-level views building out SDR motions, what's needed, and how to build business cases to achieve this. 

Appriciate Osama Zaghloul for hosting us once again in London!

Thank you to UserGems 💎 for supporting our meet up!

The new age of SDRs are here

You can either continue with the 2020 playbook or look for a new role in 18 months.

Check this oout 👇

The SDR Role isnt dying

Woke up to be the #1 sales influencer in the Netherlands!

When I started posting on LinkedIn, it was a simple idea:

Remove the fluff and BS about sales development, share what actually works and what it takes for SDR leaders to elevate their teams and themselves.

With this simple concept, it's now developed into creating SDR Leadership communities globally to help each other and to raise all boats.

The mission isn't over yet, but we are starting to create something really special.

The connections, friends and good times we have all had personally give me so much energy and joy.

I wouldn't change it for a second!

Thanks to Favikon for sharing this with me 🩷

What happens when SDRs focus on pipeline creation rather than booking meetings? We found out..
   

We shifted the comp plan.

No more rewards for meetings completed.

Pipeline impact became the true north star.

I architected the new incentive plan.

Tracked every quota, every outcome.

Results?

Revenue contribution from our SDR team went from 8% to 24% in 2 years.

SDRs started thinking strategically, not just grinding dials.

The culture transformed.

Leaders who measure and celebrate pipeline see real change.

What’s stopping you from making the switch?

Never believe the following...

''Outbound is dead'' or ''SDR is dead'' 

Take a step back and look for data

SDR Leaders of EMEA, supported by Commsor 🦕, have released their State of EMEA Sales Development Survey for 2025.

Actual people leading in the role day by day.

The data?

🚀 55.9% have hired more SDRs over the last 12 months 

🤖 13% have purchased AI SDRs for their organisations, but have they seen an increase in output? Not yet.

I'll take data over vibes any day.

Check out the whole survey here: https://lnkd.in/eyXjGVq8

Don't buy any AI tools until you do this ONE thing.

Check it out 👇

What's worse:

a) calling your prospect 'mum' on a cold call

or

b) Forgetting to take out [name] at the start of your email and sending it out

#saturdaythoughts

Not sure what i signed up for here..

Tom Boston or Ollie Whitfield didnt tell me if im going to eat kangaroo bum or anything like that..

But, doesnt that want to make you come and revel in my misfortune?

Oh, i also think there is going to be some sales stuff involved in it too.

Come and join us next week for MySalesCoach Im in Sales, Get me Out of Here!: https://lnkd.in/ed7NpVbf

The most brilliant SDR Leadership hack is very simple:

Decide what the main executive priority of the business is and ignore everything else.

Then, double down every activity around that for the next 2 quarters until you have created an SDR organisation that's undeniable to your execs, which puts you in a position to be promoted.

One of the easiest ways to get promoted from SDR to AE is to shadow those who've made that move  recently, to study the skills they developed and work on those first.

taplio

The Battle

Jérémy Carvalho

David Wilkins

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taplio

The Battle

Jérémy Carvalho

David Wilkins

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jérémy Carvalho's LinkedIn Performance

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