Job Description

for SDR (India-based) - Focus on Pipeline Conversion & Revenue
Title: Sales Development Representative (SDR) - India | Revenue-Focused Role
Location: Bengaluru
Department: Sales
Reports To: BDR Head
Role Summary
We are looking for a highly proactive SDR based in India to bridge the gap between lead generation and deal closure. Your primary goal will be to drive sales-qualified opportunities toward conversion by owning post-discovery engagement, aligning with Account Executives, and keeping prospects warm and moving.
This is not a traditional top-of-funnel role -- you will be working on leads that have already shown interest, conducted discovery, and now need nurturing, objection handling, and alignment with client stakeholders to move forward to closed won.
Key Responsibilities

• Own and manage leads post-initial discovery call (in collaboration with BDRs and SDRs).

• Conduct in-depth qualification calls to identify needs, timelines, and buying authority.

• Develop personalized follow-up strategies and execute consistent outreach (email, LinkedIn, calls).

• Coordinate and schedule deeper product or strategy sessions with Sales/Technical teams.

• Track and nurture leads in CRM (HubSpot, Salesforce, etc.) with clear next steps.

• Help push deals from Sales Qualified Lead (SQL) to Proposal and Closure.

• Handle light objection handling and repositioning of value proposition as needed.

• Collaborate with US-based SDRs/BDRs in India to keep opportunities warm and moving.

• Provide insights to marketing and sales on messaging, objections, and pipeline bottlenecks.

Required Skills & Experience

• 5-8 years of experience in B2B SaaS/Tech sales or SDR/Inside Sales/Sales role.

• Demonstrated ability to move prospects through mid to late stages of the pipeline.

• Strong communication and follow-up skills; persuasive and persistent.

• Familiarity with CRM tools (e.g., HubSpot, Salesforce) and outreach tools (e.g., Outreach, SalesLoft).

• Understanding of enterprise sales cycles and stakeholder mapping.

• Comfortable working in overlap with US time zones (at least 3-4 hours/day).

• Goal-oriented mindset with a focus on pipeline progression and revenue.

• Prior experience working with US clients is a plus.

What We Need
We're looking for an SDR who is more revenue-focused, i.e., a "Full-cycle SDR" or "Mid-Funnel SDR" who:

• Owns follow-ups after the first call.

• Works closely with BDRs and Sales Leadership.

• Drives opportunities toward closure (or at least towards high-quality sales-qualified leads).

What We Offer

• Competitive compensation with performance-based incentives.

• Opportunity to grow into a closing role or team leadership.

• Work with a global, experienced sales and delivery team.

• Exposure to enterprise deals and strategic accounts.

KPIs / Success Metrics

• 30% of SQLs moved to proposal/demo stages.

• Number of high-quality follow-ups completed/week.

• Pipeline contribution influenced by this role.

• Responsiveness and engagement rates from assigned leads.

• Coordination effectiveness with BDRs/Sales and closers.

Skills Required