Sales Development Representative

Overview

Sales Development Representative at Cleo India, supporting Cleo's US Channel Sales team to build pipeline with new partners and grow use of partner sponsored solutions on Cleo's SaaS integration platform.

What you'll do

• Prospect proactively to generate new pipeline for the US Channel Sales team, and manage and qualify inbound leads from channel partner activities, marketing campaigns, and digital channels.
• Research target accounts using AI-enriched tools (Clay, Apollo AI, ZoomInfo) to identify leadership personas, target verticals, and alignment with Cleo's solutions.
• Partner with Channel Account Executives to source and develop net-new pipeline across assigned verticals, including prospects with cash flow vulnerability for Cleo InvoicePay (suppliers to large retailers with extended payment terms).
• Engage ERP and platform partners (SAP, Oracle, NetSuite, Microsoft) to identify joint go-to-market opportunities, and build relationships with partner teams while staying current on Cleo's partner ecosystem and integrations.
• Support Channel AEs in managing partner-sourced leads from identification through SQL handoff.
• Craft and run personalized multi-channel outreach sequences (email, LinkedIn, phone), using AI writing tools (Claude, Lavender, or equivalent) to personalize at scale without sacrificing quality.
• A/B test subject lines, call scripts, and LinkedIn messages, share learnings with the SDR team, and keep iterating based on reply rates, conversion data, and AE feedback.
• Log all activities, call notes, and lead statuses in Salesforce within 24 hours, keep records clean (no duplicates, no stale stages), and make sure qualified leads are properly staged and timestamped to support accurate forecasting.

What you'll need

• 2–4 years of B2B SaaS sales, business development, or inside sales experience.
• Strong understanding of core supply chain business processes, Order-to-Cash (O2C) and Procure-to-Pay (P2P), and the ability to translate them into prospect conversations.
• Demonstrated experience with AI sales tools (Clay, Apollo AI, Lavender, Claude, or equivalent) for prospecting and outreach.
• Hands-on experience with Salesforce CRM and sales engagement platforms (Outreach, Salesloft, or equivalent).
• Excellent written and verbal communication skills in English, with the ability to engage US-based stakeholders.
• Self-motivated and goal-oriented, with a track record of meeting or exceeding weekly and monthly KPIs.

Nice to have

• Familiarity with ERP or integration platforms (SAP, Oracle, NetSuite, Microsoft Dynamics).
• Prior exposure to channel sales, partner ecosystems, or indirect sales models.
• Experience working across time zones in a distributed, global team environment.
• Strong research skills, with the ability to build account maps and identify multi-threaded buying groups.

Details

• Location: Bangalore, India (Remote).
• Employment type: Full-Time.
• Works in alignment with US business hours.
• Reports to: Director, Ecosystem Partnerships.