Manager – Sales Development Representative

CleverTap · Mumbai

Collected role description

<h3>About the Role :</h3>As the Manager SDR, you will be responsible for leading the Sales Development team and driving the strategy, execution, and performance of the SDR function for India, SEA & META regions. You will work closely with Sales, Marketing, RevOps, and other cross-functional teams and build a predictable pipeline of qualified opportunities.The ideal candidate brings strong experience in B2B SaaS sales development, people management, outbound prospecting, sales technology, and pipeline generation. You should be comfortable operating in a high-growth environment, building scalable processes, coaching teams, and using data to improve SDR performance.<h3>What will you do :</h3><ul><li>Lead, coach, and develop the SDR team to consistently achieve pipeline and qualified meeting targets.</li><li>Own the SDR strategy, including outbound prospecting, lead qualification, account segmentation, and outreach.</li><li>Partner with Sales and Marketing teams to drive qualified pipeline </li><li>Define and track key metrics such as meetings booked, opportunities created, conversion rates, and pipeline contribution.</li><li>Build and optimize SDR processes, playbooks, cadences, and best practices.</li><li>Leverage CRM, sales engagement, intent-data, and AI tools to improve team productivity and effectiveness.</li><li>Conduct regular performance reviews, coaching sessions, and enablement initiatives for the team.</li><li>Analyze funnel performance and implement improvements to increase productivity and conversion.</li><li>Collaborate with RevOps and Sales Leadership on reporting, forecasting, territory planning, and GTM initiatives.</li><li>Support hiring, onboarding, and scaling of the SDR function as the business grows.</li></ul><h3>What are we looking for ?</h3>Must Have :<ul><li>8+ years of experience in Sales Development, Inside Sales, Business Development, or B2B SaaS sales.</li><li>Prior experience managing and scaling SDR/BDR teams in a B2B SaaS environment.</li><li>Strong understanding of outbound prospecting, lead qualification, account-based prospecting, and pipeline generation.</li><li>Proven experience managing team performance against revenue/pipeline-oriented targets.</li><li>Strong people-management, coaching, and stakeholder-management skills.</li><li>Data-driven approach with strong understanding of sales metrics and funnel analytics.</li><li>Experience working with CRM and sales engagement platforms such as Salesforce, HubSpot, Outreach, Salesloft, Apollo, ZoomInfo, or similar tools.</li><li>Strong communication, presentation, negotiation, and problem-solving skills.</li><li>Ability to work effectively with senior sales stakeholders and cross-functional teams.</li><li>Comfortable operating in a fast-paced, high-growth SaaS environment.</li><li>Strong ownership mindset with the ability to balance strategic thinking with hands-on execution.</li></ul>Good to Have :<ul><li>Experience selling B2B SaaS / MarTech / Customer Engagement / AdTech / FinTech / Enterprise Technology solutions.</li><li>Experience managing SDR teams across multiple geographies.</li><li>Experience with enterprise sales motions and large-account prospecting.</li><li>Exposure to ABM, intent data, sales intelligence, and AI-led prospecting.</li><li>Experience building SDR playbooks, onboarding programs, and sales enablement frameworks.</li><li>Experience partnering with Sales Leadership on territory planning and GTM strategy</li></ul>Measures of Success :<ul><li>SDR team attainment against pipeline and qualified meeting targets</li><li>Pipeline contribution and opportunity creation</li><li>Lead-to-meeting and meeting-to-opportunity conversion</li><li>SDR productivity and activity quality</li><li>Process adoption and CRM hygiene</li><li>Continuous improvement in SDR efficiency and productivity</li><li>AI integration to optimize and automate sales processes, improve SDR productivity, and enhance prospecting and conversion efficiency</li></ul>Who will you report to: Director - Sales Development Why join us<ul><li>Contribute to a product backed by 11 technology patents, showcasing industry-leading innovation. You are passionate about technology and its impact on the high-growth mobile technology space</li><li>Power personalized engagement at scale, processing over 30 billion events daily and reaching 3+ billion devices worldwide.</li><li>Flourish in an Environment that Nurtures Growth and Curiosity</li></ul>Learn MoreGet to know us better before you apply!Check out our product documentation, engineering blog, and customer stories to see how we work and what we value.<ul><li><a target="_blank" rel="noopener noreferrer nofollow" class="text-primary-600 underline underline-offset-2" href="https://www.youtube.com/watch?v=FuXoraUhiTY">Our Culture Video</a></li><li><a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="http://Clever.AI">CleverAI</a><a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://clevertap.com/ai/"> </a></li><li><a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://developer.clevertap.com/docs/getting-started">CleverTap Developer Documentation</a></li><li><a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://clevertap.com/blog/">Blogs</a></li><li><a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://clevertap.com/customer-data-and-analytics/tesseractdb/">TesseractDB™</a></li><li><a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://t.lever-analytics.com/email-link?dest=https%3A%2F%2Fclevertap.com%2Fdemo-center%2F%23gallery&eid=030781ac-a04c-444c-807e-bda7a196767f&idx=4&token=ROnoAi1k2jyVYRD-4cQM0aEy5KM">CleverTap Product Demo</a></li></ul>About CleverTap:CleverTap is the world’s leading AI-first, all-in-one customer engagement and retention platform, redefining how brands build lasting customer relationships in the Agentic era. Powered by its proprietary CleverAI™ Decisioning Engine and the Agentic Universe, CleverTap enables autonomous, real-time decision-making that helps organizations deliver 1:1 individualized experiences at scale while maximizing ROI.Its unified platform brings together an AI-native Personalization Engine, automated Journey Orchestration, its proprietary Customer Data Platform – TesseractDB™, and deep customer and product analytics to power truly intelligent, self-optimizing engagement across channels including mobile, web, email, SMS, WhatsApp, and more. By seamlessly connecting data, insights, and activation, CleverTap ensures every interaction is contextual, coordinated, and conversion-driven.Recognized as a Leader in the 2026 Gartner® Magic Quadrant™ for Personalization Engines and a Strong Performer in The Forrester Wave™, CleverTap is at the forefront of the shift from campaign-led marketing to agent-led growth. Trusted by more than 2,000 global brands including IKEA, Tesco, Burger King, Levi’s, Decathlon, Domino’s, 7-Eleven, Jio, Grab, Carousell, and Emirates NBD, CleverTap helps businesses drive measurable growth through meaningful, autonomous customer engagement.Backed by Accel, Peak XV Partners, Tiger Global, CDPQ, and 360 One, CleverTap has 550+ employees across offices in the US, the Middle East, Asia, and LATAM.For more information, visit <a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://clevertap.com/">https://clevertap.com/</a> or follow us on <a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://www.linkedin.com/company/clevertap/about/">Linkedin</a> and <a target="_blank" rel="noopener" class="text-primary-600 underline underline-offset-2" href="https://x.com/CleverTap">X</a>.Join us in shaping the future of engagement. CleverTap is dedicated to establishing an inclusive culture that welcomes individuals from diverse backgrounds, encouraging them to contribute their unique perspectives to our workplace.

Collected experience requirement

8+ years