Senior Sales Development Representative

Overview

Own top-of-funnel pipeline generation for a named list of large, complex, high-value commercial and enterprise accounts, working alongside Enterprise Account Executives.

What you'll do

• Own outbound pipeline generation for a defined list of enterprise and strategic accounts, in partnership with your Commercial and Enterprise Territory Managers.
• Build and maintain account plans: map the organization, identify the buying committee across infrastructure, security, and executive leadership, and track compelling events such as hypervisor migrations, cloud transformations, audits, breaches, compliance and renewal cycles.
• Multi-thread deliberately across infrastructure and backup leads, IT Directors, VPs of Infrastructure, CIOs, and CISOs, articulating a different, relevant value case to each.
• Run discovery that surfaces metrics, decision criteria, decision process, and champions, and hand over opportunities that Account Executives can actually work.
• Design and run targeted, research-led outbound campaigns, including account-based sequences built with Marketing, rather than generic cadences.
• Co-sell with channel partners, distributors, and service providers to open doors and accelerate access into enterprise accounts.
• Maintain rigorous Salesforce hygiene and provide accurate, honest forecasting on your top-of-funnel contribution.
• Mentor and coach less experienced SDRs through call reviews, messaging feedback, and onboarding support, and contribute to playbooks, sequences, and battlecards.
• Bring competitive and market intelligence back into the business from live conversations.
• Consistently exceed quarterly targets for qualified enterprise meetings and sourced pipeline value.

What you'll need

• 3+ years in Sales Development, Business Development, or similar roles.
• At least 2 years of outbound prospecting into enterprise or large commercial accounts in B2B technology.
• A demonstrable record of exceeding pipeline and meeting targets in a complex, long-cycle, multi-stakeholder sale.
• Confidence and credibility with senior technical and executive buyers, including CIO and CISO-level conversations.
• Working command of a qualification methodology such as MEDDIC, MEDDPICC, or Challenger, and the judgement to qualify out as rigorously as you qualify in.
• Strong account research and planning skills.
• Excellent written communication.
• Advanced proficiency with Salesforce, and data and intelligence tools (ZoomInfo, LinkedIn Sales Navigator).
• The technical literacy to hold a substantive conversation about backup, recovery objectives, immutability, ransomware resilience, and cloud infrastructure, or the clear capacity to get there fast.

Nice to have

• Direct experience in data protection, backup and recovery, cyber resilience, virtualization, or cloud infrastructure.
• Experience selling with and through channel partners, MSPs, GSIs, or cloud service providers.
• Familiarity with enterprise compliance drivers such as DORA, NIS2, or sector-specific regulation.
• Experience mentoring, onboarding, or formally coaching other sellers.
• Additional language skills relevant to the territory.

Details

• Location: Mumbai, India.