Sales Development Representative

About the Role

We seek a seasoned professional to drive pipeline generation by targeting specific accounts, engaging through multiple outreach channels, and securing valuable discovery meetings for Sales and Business Development leaders. This role demands prompt handling of inbound leads, maintaining precise CRM data, and offering insights to enhance ideal customer profiles, campaigns, and messaging.

Key Responsibilities

• Identify and rank target accounts and buyer personas within the US market segment.
• Develop and expand lead databases using LinkedIn Sales Navigator along with Apollo and ZoomInfo data sources.
• Chart out buying decision teams and customize outreach by incorporating relevant case studies and sector insights.
• Execute outbound and inbound outreach using a mix of email, phone, LinkedIn, and video, aligning messaging to audience needs and A/B testing for effectiveness.
• Achieve set daily and weekly activity goals, including calls, emails, and LinkedIn interactions.
• Assess incoming leads based on budget, decision authority, necessity, and timeline and schedule discovery sessions accordingly.
• Ensure rapid inbound lead response times, aiming for under 15 minutes during coverage hours.
• Conduct initial qualification calls to uncover client challenges, priorities, and timelines.
• Arrange and confirm quality appointments for Account Executives or Business Development leads, maintaining comprehensive CRM notes.
• Provide seamless handoffs with clear agendas, summaries, and subsequent steps documented in CRM.
• Embrace automation and AI-driven tools to personalize outreach efforts while maintaining quality and compliance.
• Design, test, and refine outreach sequences, scripts, and templates, documenting successful strategies in playbooks.
• Maintain 100% CRM data accuracy including lead statuses, activities, and sources using HubSpot, Salesforce, or GoHighLevel.
• Regularly report key metrics such as meetings arranged, show rates, SQLs, conversion ratios, and campaign results.
• Collaborate with Marketing and BD teams to improve customer profiles, messaging, and leverage case studies.
• Share market and competitor intelligence to fine-tune positioning and targeting.
• Utilize tools such as HubSpot Sequences, dialers, Calendly, Loom, and data providers to maximize productivity.
• Continuously improve standard SDR processes and document learnings to optimize sales efficiency.

Required Qualifications & Experience

• A Bachelor's degree in Business, Marketing, Communications, or a related discipline.
• Between one and three years of experience as an SDR, BDR, or Inside Sales professional specializing in technology, software, or IT services aimed at the US market.
• Demonstrable track record in scheduling meetings and generating a qualified sales pipeline.
• Proficiency with CRM systems such as HubSpot, Salesforce, and GoHighLevel.
• Experience in executing outbound campaigns and effectively qualifying inbound leads.
• Ability to analyze outreach data to enhance messaging and campaign performance.
• Use of automation and AI tools within the sales outreach context.

Skills & Competencies

• Superior written and spoken communication skills, including phone and video conversations.
• Strong research capabilities, along with tailored personalization and effective objection handling.
• A data-driven approach with comfort in navigating dashboards, conversion metrics, and running A/B tests.
• Highly organized, self-motivated, and adept at operating across US time zones.
• Familiarity with Microsoft Office or Google Workspace applications.
• Knowledge of software development and IT service industry is advantageous.

Tools and Software

• CRMs: HubSpot, Salesforce, GoHighLevel.
• Lead sourcing and data platforms: LinkedIn Sales Navigator, Apollo, ZoomInfo.
• Engagement and outreach utilities: HubSpot Sequences, dialers, Calendly, Loom, email warm-up tools.
• Analytics platforms: CRM dashboards, sequence analysis tools, spreadsheet tracking.

Working Conditions

• Position based onsite in Goa, India office.
• Must provide overlap with US Eastern Standard Time working hours for outreach and lead responses.
• Flexible schedule to accommodate inbound and outbound activities aligned with US market timings.