Technical / Functional Competencies

Essential

• 2+ years of experience in B2B SaaS outbound sales development.
• Proven experience prospecting and generating pipeline for the Indian market.
• Strong cold calling, email prospecting, and LinkedIn outreach skills.
• Experience working with Salesforce CRM.
• Hands-on experience with sales engagement tools such as Apollo, Outreach, or Salesloft.
• Ability to identify key decision-makers and build targeted prospect lists.
• Excellent communication, presentation, and objection-handling skills.
• Strong account research and personalization capabilities.
• Experience working with SMB and Mid-Market customers.
• Self-motivated with the ability to consistently achieve sales targets.

Desired

• Experience using HubSpot or other marketing automation platforms.
• Exposure to account-based prospecting (ABM).
• Familiarity with qualification frameworks such as BANT, MEDDICC, or SPICED.
• Experience supporting event-driven outbound campaigns and webinar follow-ups.
• Knowledge of AI-powered sales tools and prospecting automation.

Key Responsibilities

Outbound Prospecting

• Generate qualified sales opportunities through outbound prospecting.
• Execute high-volume, multi-channel outreach including cold calls, emails, LinkedIn, and other digital channels.
• Research target accounts and identify key stakeholders and decision-makers.
• Build and maintain a healthy pipeline of qualified prospects.

Lead Qualification

• Engage prospects to understand their business needs and qualify opportunities.
• Schedule qualified meetings for the Account Executive team.
• Ensure smooth handoff of qualified opportunities while maintaining complete prospect context.

CRM & Pipeline Management

• Maintain accurate records of prospect interactions and sales activities in Salesforce.
• Track outreach performance, meetings booked, and pipeline contribution.
• Ensure timely follow-up with prospects and maintain CRM hygiene.

Collaboration

• Partner with Account Executives to align on target accounts and outreach strategies.
• Work closely with Marketing on outbound campaigns and messaging.
• Share customer insights and market feedback to improve sales strategies.

Continuous Improvement

• Refine outreach messaging based on prospect feedback and campaign performance.
• Stay updated on industry trends, competitors, and customer pain points.
• Contribute ideas to improve prospecting processes and conversion rates.

Key Result Areas (KRAs) & Metrics

• Qualified meetings booked per month.
• Outbound pipeline generated.
• Cold call, email, and LinkedIn activity against monthly targets.
• Outreach-to-meeting conversion rate.
• Meeting-to-opportunity conversion rate.
• Pipeline contribution attributed in CRM.
• CRM data accuracy and hygiene.
• Consistent achievement of monthly SDR targets.

Preferred Qualifications

• Bachelor's degree in Business, Marketing, or a related field.
• Experience selling into the India market.
• Strong verbal and written communication skills.
• Coachable, proactive, and passionate about building a career in SaaS sales.