Sales Development Representative

Sales Development Representative

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Channel Sales — India

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Bangalore, India (Remote)

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⏰ Aligned to US CT / ET

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Cleo Integration Cloud

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Sales — Channel

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Individual Contributor

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Position Overview

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The Sales Development Representative (SDR) will play a pivotal role in supporting Cleo's US-based Channel Sales team by generating qualified pipeline of new partners and expanding use of partner-sponsored solutions. Based in India and working in alignment with US business hours, the SDR will become a product knowledge expert on Cleo's SaaS integration platform while identifying key partners in Cleo's Ecosystem and assisting the Channel team in driving new business.

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A strong understanding of core business processes, particularly Order-to-Cash (O2C) and Procure-to-Pay (P2P) is essential to credibly engage with prospects and articulate Cleo's value proposition. You will also leverage AI-powered sales tools to prospect smarter, personalize outreach at scale, and maintain best-in-class pipeline hygiene in Salesforce.

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What You Own

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Pipeline Development

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• Proactively prospect outbound opportunities to generate new business pipeline for the US Channel Sales team.
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• Manage and qualify inbound leads generated through channel partner activities, marketing campaigns, and digital channels.
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• Research target accounts using AI-enriched tools (Clay, Apollo AI, ZoomInfo) to identify leadership personas, target verticals, and alignment with Cleo's solutions.
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• Partner with Channel Account Executives to identify, source, and develop net-new pipeline across assigned verticals.
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• Identify prospective customers with cash flow vulnerability for Cleo InvoicePay, specifically suppliers to large retailers with extended payment terms.
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Partner Ecosystem Engagement

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• Engage ERP and platform partners (SAP, Oracle, NetSuite, Microsoft) to identify joint go-to-market opportunities.
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• Support Channel AEs in managing partner-sourced leads from identification through SQL handoff.
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• Maintain accurate records of partner activity, pipeline status, and next steps within Salesforce.
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• Build relationships with partner teams and stay current on the Cleo partner ecosystem and solution integrations.
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Outreach & Messaging

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• Craft and execute personalized, multi-channel outreach sequences (email, LinkedIn, phone) to target personas.
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• Use AI writing tools (Claude, Lavender, or equivalent) to personalize messaging at scale without sacrificing quality.
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• A/B test subject lines, call scripts, and LinkedIn messages; share learnings with the broader SDR team.
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• Continuously iterate on outreach based on reply to rates, conversion data, and AE feedback.
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Salesforce & Pipeline Hygiene

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• Log all outbound activities, call notes, and lead statuses in Salesforce within 24 hours.
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• Maintain clean contact and account records with no duplicate entries, no stale stages.
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• Support accurate pipeline forecasting by ensuring all qualified leads are properly staged and timestamped.
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Success Metrics (First 12 Months)

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Performance will be evaluated against the following KPIs. Targets reflect expectations for a fully ramped SDR (Month 4+).

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Metric

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Definition

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Target

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Outbound Activities / Week

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Calls + emails + LinkedIn touches

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75+

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SQLs Generated / Month

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Sales Qualified Leads passed to Channel AE

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10+

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Pipeline Sourced (Qtly)

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New pipeline attributed to SDR outreach

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$150K+

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Salesforce Data Quality

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% of activities logged within 24 hrs

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98%+

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Email Reply Rate

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Positive replies to personalized sequences

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≥ 8%

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Time-to-First-Touch

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Speed from lead assignment to first contact

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< 4 hours

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What You Bring

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Required Qualifications

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

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

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Cleo is building an AI-first sales organization. This role is expected to actively leverage AI across prospecting, outreach, and pipeline management.

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AI Competency

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Application to SDR - Channel Role

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Proficiency Expectation

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Level

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Priority

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AI-Powered Prospecting & Account Research

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Use Clay, Apollo AI, or ZoomInfo to build and enrich prospect lists, identify buying personas, and surface intent signals for Channel AE prioritization

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Independently builds targeted prospect lists without AE direction; enrichment accuracy >= 90%; reduces research time by 40%+

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Practitioner

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Critical

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Personalized Outreach at Scale

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Leverage AI writing tools (Claude, Lavender, or equivalent) to craft high-quality, persona-specific email and LinkedIn sequences without sacrificing authenticity

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Sequences are personalized per account and persona; reply rates >= 8%; does not rely on generic templates

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Practitioner

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Critical

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Prompt Engineering for Sales Workflows

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Write effective prompts to generate objection-handling talking points, call prep briefs, partner ecosystem summaries, and competitive positioning content

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Uses AI as a daily productivity layer; outputs are polished and business-ready with minimal manual editing

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Practitioner

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High

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Salesforce & CRM Intelligence

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Leverage Salesforce AI features (Einstein, activity scoring) to prioritize daily outreach queues, identify stale pipeline, and surface re-engagement signals

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Logs 100% of activity within 24 hrs; uses AI-assisted prioritization to focus top-of-funnel energy on highest-probability accounts

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Practitioner

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High

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Critical Evaluation of AI Outputs

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Review and validate all AI-generated content — prospect data, outreach copy, research summaries — before acting or sending; flag inaccuracies to the team

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Never sends unreviewed AI output externally; identifies and corrects hallucinations in prospect data or company summaries

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Practitioner

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Non-Negotiable

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Examples of AI Fluency in this role include: using Clay or Apollo AI to auto-enrich prospect lists, using Claude or Lavender to personalize email sequences, and using Salesforce AI features to prioritize daily outreach queues.

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Key Behavioral Competencies

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Competency

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Behavioral Indicator

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SDR Minimum Bar

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AI Fluency

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Uses AI-powered tools to research, personalize outreach, and iterate on messaging

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Adoptive — actively uses AI tools in day-to-day workflow

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Pipeline Ownership

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Proactively hunts opportunities; does not wait for inbound flow

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Capable — consistent outbound activity against weekly KPIs

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Business Acumen

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Understands O2C, P2P, and supply chain pain points in prospect conversations

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Capable — can articulate Cleo's value in business terms

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Cross-Cultural Communication

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Engages US-based partners and prospects with clarity and cultural fluency

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Adoptive — adjusts style across geographies and personas

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CRM Discipline

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Maintains clean, accurate, up-to-date records in Salesforce

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Capable — zero data hygiene exceptions

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Growth Mindset

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Seeks feedback, iterates on messaging, shares learnings with the team

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Capable — demonstrates learning agility from coaching sessions

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CLEO...never stops®

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