Sales Development Specialist

Key Responsibilities

• Design and execute targeted account-based prospecting campaigns.
• Identify and research high-value prospects across compliance-focused industries.
• Develop and maintain a strategic target account list.
• Utilize advanced prospecting techniques including multi-channel outreach (phone, email, LinkedIn, video).
• Generate a consistent pipeline of qualified opportunities through proactive outbound efforts.
• Conduct in-depth discovery conversations to understand complex business challenges and compliance pain points.
• Qualify leads using BANT/MEDDIC or similar frameworks.
• Achieve and exceed monthly/quarterly targets for qualified meetings, SQL generation, and pipeline contribution.
• Create and test personalized outreach sequences and messaging strategies.
• Collaborate with marketing to develop targeted campaigns.
• Analyze campaign performance and optimize strategies based on data-driven insights.
• A/B test messaging, timing, and channels to improve conversion rates.
• Maintain accurate and detailed records in HubSpot CRM or similar platforms.
• Build and manage a healthy pipeline with consistent activity metrics and progression.
• Track and report on key performance indicators (KPIs).
• Ensure seamless handoff of qualified opportunities to Account Executives with detailed context.
• Partner closely with Account Executives to refine ideal customer profiles (ICP) and targeting criteria.
• Provide market intelligence and competitive insights.
• Mentor and guide junior SDRs on outbound best practices.
• Contribute to the development of sales playbooks, scripts, and enablement materials.
• Stay current on industry trends, compliance regulations, and the competitive landscape.
• Provide feedback on product positioning, messaging, and go-to-market strategies.
• Identify opportunities to improve processes, tools, and methodologies.
• Participate in ongoing training and professional development initiatives.

Requirements & Tech Stack

• 0-3 years of proven success as a Sales Development Representative, Business Development Representative, or similar role in B2B SaaS or technology.
• Minimum 1 year of outbound prospecting experience with a demonstrated track record of exceeding quotas.
• Experience selling into compliance, security, IT, or related technical buying personas.
• Proven success in complex B2B sales cycles with deal values of $50K+.
• Advanced proficiency in HubSpot CRM (1+ years preferred) or similar enterprise CRM platforms.
• Experience with sales engagement platforms (e.g., Outreach, SalesLoft, Apollo).
• Proficiency with LinkedIn Sales Navigator and prospecting tools (e.g., ZoomInfo, Lusha, Cognism).
• Strong command of Microsoft Office Suite / Google Workspace.
• Experience with data enrichment and sales intelligence tools.
• Exceptional verbal and written communication skills with the ability to craft compelling, personalized messaging.
• Strong business acumen and ability to understand technical concepts related to compliance, cloud security, and regulatory frameworks.
• Consultative approach with excellent active listening and questioning skills.
• Data-driven mindset with strong analytical and problem-solving abilities.
• Self-motivated, highly organized, and able to thrive in a fast-paced, goal-oriented environment.
• Proven ability to work independently and collaboratively across teams.

Qualifications

• Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience).
• Familiarity with compliance frameworks (e.g., GDPR, HIPAA, SOC 2, ISO 27001, PCI-DSS, NIST).
• Experience in the compliance, cybersecurity, or cloud infrastructure sectors.
• Knowledge of cloud computing platforms (e.g., AWS, Azure, GCP) and security solutions.
• Previous experience in a leadership or mentorship capacity.
• Additional language proficiency (particularly in regional languages for the Hyderabad market) is a plus.

Personal Attributes

• Hunter mentality with entrepreneurial drive and competitive spirit.
• Resilient and persistent with the ability to handle rejection and maintain a positive attitude.
• Strategic thinker who can balance tactical execution with long-term planning.
• Coachable and growth-oriented with a commitment to continuous improvement.
• High integrity and professionalism in all interactions.
• Team player who celebrates collective success.

Note: This role is for a Night Shift position.