We are looking for experienced candidate to generate pipeline by researching target accounts, executing multi-channel outreach, and booking high-quality discovery meetings for Sales/BD leads. Manage inbound leads with rapid response times, maintain accurate CRM hygiene, and provide feedback to refine ICPs, campaigns, and messaging.
Key Responsibilities:
Prospecting and Research
- Identify and prioritize target accounts and buyer personas in the US market.
- Build and enrich lead lists using LinkedIn Sales Navigator and data providers (Apollo/ZoomInfo).
- Map buying committees and tailor outreach with relevant case studies and industry insights.
Outbound and Inbound Execution
- Run multi-channel sequences (email, phone, LinkedIn, video) with tailored messaging.
- Meet daily/weekly activity targets (calls, emails, LinkedIn touches) and A/B test messaging.
- Qualify inbound leads against ICP and criteria (budget, authority, need, timeline) and book discovery calls.
- Maintain rapid response SLAs for inbound leads (e.g., under 15 minutes during coverage windows).
Discovery and Handoff
- Conduct initial qualification calls to understand pain points, priorities, and timing.
- Book and confirm high-quality meetings for Account Executives/BD Leads with thorough notes in CRM.
- Ensure clean handoffs with agendas, discovery summaries, and next steps documented.
Automation and AI in Outreach
- Leverage automation and AI-enabled tools to scale personalized outreach at quality.
- Build, test, and optimize sequences, snippets, call scripts, and templates; standardize wins in playbooks.
- Use personalization at scale (signals, triggers, role-based pain points) while maintaining deliverability and compliance.
CRM and Reporting
- Maintain 100% data accuracy in CRM (HubSpot/Salesforce/GHL): lead status, activities, next steps, and source attribution.
- Track and report weekly on meetings booked, show rates, SQLs, conversion rates, and campaign performance.
- Keep sequences, templates, and contact lists organized, compliant, and up to date.
Collaboration and Feedback
- Partner with Marketing to refine ICPs, campaigns, and messaging based on field feedback.
- Coordinate with BD/Delivery teams to leverage portfolios, case studies, and solution narratives in outreach.
- Share competitive and market insights to improve positioning, messaging, and targeting.
Process Improvement and Tools
- Use HubSpot Sequences, Salesforce, GHL, dialers, Sales Navigator, Apollo/ZoomInfo, Calendly, and Loom to improve efficiency.
- Test subject lines, call scripts, and cadences; document learnings in enablement materials.
- Follow and improve SDR processes for lead routing, SLAs, and pipeline hygiene.
Qualifications
- Bachelor's degree in Business, Marketing, Communications, or related field.
- 13 years in SDR/BDR/Inside Sales for technology, software, or digital/IT services targeting US markets.
- Proven success in booking meetings and creating qualified pipeline.
Experience
- Hands-on experience with CRM platforms: HubSpot, Salesforce, and GoHighLevel (GHL).
- Running outbound campaigns and qualifying inbound leads with measurable results.
- Analyzing outreach performance and optimizing messaging, cadences, and channels.
- Demonstrated use of automation and AI tools in sales outreach.
Skills and Competencies
- Excellent written and verbal communication; confident on phone and video.
- Strong research, personalization, and objection-handling skills.
- Analytical mindset; comfortable with dashboards, conversion metrics, and A/B testing.
- Organized, self-driven, and able to work across US time zones.
- Proficient with Microsoft Office or Google Workspace.
- Understanding of software, web development, or IT services is a plus.
Tool Stack
- CRM: HubSpot, Salesforce, GHL (GoHighLevel).
- Data/Prospecting: LinkedIn Sales Navigator, Apollo, ZoomInfo.
- Engagement: HubSpot Sequences, dialer, email warm-up tools, Calendly, Loom.
- Analytics: CRM dashboards, sequence analytics, spreadsheet tracking.
Working Hours
- In-office from Goa with required overlap with US hours (EST).
- Flexibility to cover outreach and inbound responses aligned to US time zones.
