Role overview

Kong is seeking a Senior Team Lead for Account Development Representatives covering the Benelux and Nordics regions. This is a player-coach position where you’ll balance your own quota-carrying responsibilities with actively developing your team, particularly newer representatives. You’ll report to the Senior Manager for NEMEA and work within a strong, independent sales development organisation that emphasises building pipeline through deep market knowledge and consistent execution.

Key responsibilities

Support and mentor newer ADRs through structured onboarding, regular one-to-one coaching sessions, and individualised development planning tailored to each representative’s specific strengths and development areas.
Facilitate team coaching activities including live dialling practice, pitch refinement, and feedback sessions to build core skills across the team.
Identify process and tooling improvements in Salesforce, Outreach, and automation platforms, then collaborate with the Senior Manager to implement changes that maintain representative autonomy.
Share best practices, successful sequences, and outbound approaches across the wider team while providing frequent, specific feedback that recognises strong performance and addresses gaps early.
Maintain alignment with Account Executive partners and participate in pipeline review cadences and bi-weekly regional development meetings.
Flag underperformance with context and supporting data rather than allowing issues to escalate, and contribute to performance updates and regional insights for leadership.
Carry your own quota and maintain the discipline required for consistent, quarter-over-quarter results while managing competing priorities.

Requirements

Hands-on experience as an ADR or SDR, with demonstrated understanding of the role’s demands from direct practice rather than external observation.
A proven track record of top-tier performance measured by both disciplined daily execution—activity, sequence adherence, pipeline hygiene—and sustained results across multiple quarters.
Strong coaching instinct and genuine energy from developing others, not just personal achievement, with the self-awareness to grow as a leader.
Analytical approach to decision-making grounded in data, with ability to explain performance movements clearly and objectively, including when trends are negative.
Demonstrated time management capability to juggle quota attainment, team coaching, and process work without compromising priorities.
Fluency in English plus either Dutch or Swedish language skills.
Established credibility with AE and sales development partners built through consistency; transparent communication with leadership, particularly regarding challenges; and a presence that commands genuine respect rather than mere positional authority.

What makes this role worth considering

The NEMEA sales development team operates as a high-performing group of driven, independent representatives who deliver results consistently. Your manager, Oscar Winberg, is direct and expects solution-focused thinking backed by data; he grants real ownership to those who earn his trust and prefers autonomy over micromanagement. This role is positioned as a genuine foundation for a leadership career at Kong, offering the opportunity to shape how a mature team operates while building your capabilities as a leader.