Sales Development Representative

About the Role and Company

SJ Innovation LLC is seeking a skilled Sales Development Representative based in Goa to develop a strong sales pipeline targeting the US market. The candidate will focus on researching target accounts, executing strategic multi-channel outreach, managing inbound leads efficiently, and coordinating discovery meetings with Sales and Business Development leads. They will be responsible for maintaining precise Customer Relationship Management (CRM) data, and providing valuable feedback to enhance Ideal Customer Profiles (ICP), campaign strategies, and messaging approaches.

Key Responsibilities

• Identify and prioritize prospective accounts and buyer personas within the United States market.
• Construct and enrich lead databases utilizing tools such as LinkedIn Sales Navigator and data providers like Apollo and ZoomInfo.
• Map out buying committees and customize outreach with appropriate case studies and industry information.
• Execute multi-channel outreach sequences (including email, phone, LinkedIn, and video), tailoring messages to prospects.
• Achieve daily and weekly activity goals encompassing calls, emails, and LinkedIn engagement, while performing A/B testing on messaging.
• Qualify inbound leads based on ICP criteria including budget, authority, need, and timeline, and schedule discovery calls accordingly.
• Ensure rapid response Service Level Agreements (SLAs) for inbound leads, responding within 15 minutes during coverage periods.
• Conduct initial qualification calls to understand client challenges, priorities, and timelines.
• Schedule and confirm high-quality meetings for Account Executives or Business Development leads, documenting comprehensive notes in CRM.
• Coordinate clean handoffs with agendas, discovery summaries, and clear next steps noted.
• Utilize automation and AI-driven tools to scale personalized outreach while preserving quality and compliance.
• Develop, test, and refine sequences, scripts, templates, and snippets, documenting successful approaches in playbooks.
• Personalize outreach at scale using signals, triggers, and role-based insights.
• Maintain complete accuracy of CRM data (HubSpot, Salesforce, GoHighLevel) including lead status, activity logs, and source attribution.
• Track and report weekly metrics such as meetings booked, show rates, Sales Qualified Leads (SQLs), conversion rates, and campaign performance.
• Organize and maintain sequences, templates, and contact lists adhering to compliance standards.
• Collaborate with Marketing to improve ICPs, campaigns, and messaging based on frontline feedback.
• Work with Business Development and Delivery teams to leverage portfolios, case studies, and solution narratives for outreach.
• Share insights on competitors and market trends to enhance positioning and targeting.
• Improve sales processes and use a variety of tools including HubSpot Sequences, Salesforce, GoHighLevel, dialers, Sales Navigator, Apollo, ZoomInfo, Calendly, and Loom to boost efficiency.
• Test and optimize subject lines, call scripts, and outreach cadences, documenting learnings for enablement materials.
• Strictly follow and refine SDR workflows for lead routing, SLAs, and pipeline hygiene.
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Qualifications and Experience

• Bachelor’s degree in Business, Marketing, Communications, or a related discipline is required.
• Between 1 and 3 years of experience in Sales Development Representative (SDR), Business Development Representative (BDR), or Inside Sales roles focused on technology, software, or digital/IT services targeting the U.S market.
• Demonstrated record of success in scheduling meetings and generating qualified sales pipelines.
• Hands-on expertise with CRM systems such as HubSpot, Salesforce, and GoHighLevel.
• Experience managing outbound campaigns and qualifying inbound leads with measurable outcomes.
• Analytical skills to assess outreach performance and improve messaging, cadence, and channel mix.
• Proven use of automation and AI tools in sales outreach efforts.

Skills and Competencies

• Excellent verbal and written communication skills with confidence in phone and video interactions.
• Strong research abilities, personalized outreach techniques, and objection handling skills.
• Analytical mindset comfortable with dashboards, interpreting conversion data, and conducting A/B testing.
• Highly organized, self-motivated, and capable of working across different time zones aligned with U.S hours.
• Proficiency with Microsoft Office or Google Workspace applications.
• Basic understanding of software development, web technologies, or IT services is advantageous.

Technologies and Tools Used

• CRM platforms: HubSpot, Salesforce, GoHighLevel (GHL).
• Lead generation tools: LinkedIn Sales Navigator, Apollo, ZoomInfo.
• Engagement platforms: HubSpot Sequences, dialer tools, email warm-up software, Calendly, Loom.
• Analytics: CRM dashboard reports, sequence analysis, and spreadsheet tracking.

Working Conditions

• Position is based onsite in Goa with mandatory overlap during U.S. Eastern Standard Time (EST) working hours.
• Flexible schedule required to manage outreach and inbound lead responses aligned with U.S. time zones.