About the role:
As the Director of Sales Development, you will be responsible for leading and executing our sales development strategy to drive qualified leads and opportunities for our Sales teams. You will play a pivotal role in building a high-performing team that will help us achieve our revenue targets while shaping the future of our sales strategy. This is a key leadership role with a focus on developing and implementing processes to optimize lead generation, pipeline management, and sales engagement.
Key Responsibilities:
Sales Development Strategy & Leadership
- Define and execute a comprehensive sales development strategy to generate qualified leads, enhance pipeline growth, and contribute to overall revenue goals.- Lead, mentor, and scale a high-performing team of Sales Development Representatives (SDRs), ensuring they meet and exceed monthly and quarterly targets.- Collaborate with Sales, Marketing, and Product teams to align sales development initiatives with broader business objectives and go-to-market strategies.
Performance Management & Optimization
- Develop and monitor KPIs for SDRs to track performance, ensure consistent lead generation, and optimize outreach efforts.- Conduct regular one-on-one coaching sessions, performance reviews, and skill-building workshops to ensure team members are continuously growing and improving.- Leverage data and analytics to measure the effectiveness of sales development activities, adjusting strategies as needed to maximize results.
Pipeline & Lead Generation
- Own the qualification process for inbound and outbound leads, ensuring the sales development team effectively targets the right accounts, engages prospects, and converts them into sales opportunities.- Design and implement innovative outreach campaigns (email, calls, social, events) to build and nurture relationships with key decision-makers.- Work closely with the Sales team to ensure smooth handoffs and collaboration between SDRs and Account Executives.
Technology & Tools Management
- Manage the sales development tech stack (e.g., CRM, sales engagement tools, prospecting platforms) to streamline workflows and improve team productivity.- Continuously evaluate and implement best practices for lead generation, outreach, and qualification using data-driven insights.
Market & Industry Insight
- Stay current on industry trends, competitive landscape, and emerging technologies to refine our sales development approach and target key accounts.- Represent the company at industry events, webinars, and conferences to expand our brand presence and generate new opportunities.
What
are we looking for?
Experience:
- 10+ years of experience in B2B sales or sales development, with at least 5 years in a leadership role managing SDR teams.- Proven track record of developing and executing successful sales development strategies that resulted in measurable business growth.- Experience working in a SaaS, technology, or enterprise sales environment is preferred.
Skills:
- Strong leadership and coaching skills with the ability to motivate and inspire a team to achieve aggressive goals.- Excellent communication and interpersonal skills with the ability to build relationships with senior stakeholders across multiple departments.- Deep understanding of sales development processes, lead qualification, pipeline management, and performance metrics.- Proficiency with CRM systems (e.g., Salesforce, HubSpot) and sales engagement tools (e.g., Outreach, SalesLoft, LinkedIn Sales Navigator).
Measure of Success:
- Sales ready meetings (SQLs)- Sales qualified opportunities (SALs, Regional)- Conversion rates (SAL to Deal)
Who will you report to:
Chief Revenue Officer - EastWhy join us?- Be a part of a global growth stage startup- Work in a fast-paced, dynamic environment where your contribution matters- You are passionate about technology and its impact on the high growth mobile technology space- Innovate at scale, with learning opportunitiesAbout CleverTap:CleverTap is the leading all-in-one customer engagement platform that helps brands unlock limitless customer lifetime value. CleverTap is trusted by over 2000 brands like Domino’s, Levis, Jio, Papa John’s, Zomato, Kotak Bank, Air Asia, Carousell, TD Bank, and Tesco to help build personalized experiences for all their customers.
The platform is powered by TesseractDB™ – the world’s first purpose-built database for customer engagement, offering speed and cost efficiency at scale.Backed by top-tier investors such as Accel, Peak XV Partners, Tiger Global, CDPQ and 360 One, the company is headquartered in San Francisco, with presence across Seattle, London, São Paulo, Bogota, Mexico, Amsterdam, Sofia, Dubai, Mumbai, Bangalore, Singapore, Vietnam, and Jakarta.For more information, visit clevertap.com or follow us on LinkedIn and X.If you think you’d be a good fit for this role, we’d love for you to apply!CleverTap is dedicated to establishing an inclusive culture that welcomes individuals from diverse backgrounds, encouraging them to contribute their unique perspectives to our workplace.We are committed to cultivating an empowering environment, enabling each of us to reach the peak of our professional careers.We're excited to showcase what we have to offer!Apply for this job
