Sales Development Representative

About iCompaas

iCompaas is a prominent compliance platform tailored for SaaS enterprises, facilitating organizations in managing certification lifecycles and adhering to regulatory standards such as SOC2 Type2, ISO27001, ISO42001, GDPR, HIPAA, and DPDPA.

Position Overview

The role of a Senior Sales Development Representative involves driving revenue expansion through strategic inbound and outbound prospecting efforts. The candidate will build a strong pipeline of qualified leads and design scalable lead generation processes, requiring a hunter mindset and 2 to 5+ years of proven success in B2B sales development within SaaS, technology, or cybersecurity sectors.

Key Responsibilities

• Implement targeted account-based prospecting campaigns to access key enterprise and mid-market customers.
• Identify and research high-value prospects in compliance-centric industries such as healthcare, finance, and technology.
• Develop and sustain a strategic list of target accounts aligned with growth goals.
• Utilize multi-channel outreach methods including phone, email, LinkedIn, and video communications.
• Generate a reliable pipeline of qualified opportunities via proactive outbound efforts.
• Engage in comprehensive discovery discussions to grasp complex business challenges and compliance needs.
• Qualify leads following frameworks like BANT or MEDDIC, emphasizing enterprise-level deals.
• Surpass monthly and quarterly targets for qualified meetings, SQLs, and pipeline contribution.
• Create, test, and refine personalized outreach sequences and messaging campaigns.
• Collaborate with marketing teams to build campaigns targeting specific verticals or use cases.
• Analyze and optimize campaign performance using data-driven techniques and A/B testing.
• Maintain detailed records within HubSpot CRM and manage a healthy sales pipeline.
• Report key performance metrics such as activity levels, conversion rates, and pipeline velocity.
• Ensure smooth transfer of qualified deals to Account Executives with full context.
• Work closely with Account Executives to improve customer profiles and targeting.
• Provide market insights and competitive intelligence to sales and marketing colleagues.
• Mentor junior SDRs on outbound best practices and prospecting strategies.
• Contribute to sales playbook creation, scripts, and enablement resources.
• Stay continually updated on industry trends, compliance regulations, and competitors.
• Offer feedback on product positioning, messaging, and marketing strategies.
• Seek improvements in processes, tools, and methodologies.
• Participate actively in training and professional development programs.

Required Experience and Education

• 3 to 5 years of proven achievement in roles such as Sales Development Representative or Business Development Representative in B2B SaaS or tech sectors.
• At least 2 years of expertise in outbound prospecting with a history of meeting or exceeding sales targets.
• Familiarity with selling to compliance, security, IT, and related technical decision-makers.
• Successful track record handling complex B2B sales cycles with deal sizes exceeding $50,000.
• Bachelor’s degree in Business, Marketing, Communications, or related discipline, or equivalent professional experience.

Technical and Core Skills

• Proficient use of HubSpot CRM (ideally 3+ years) or comparable enterprise CRM tools.
• Experience using sales engagement platforms including Outreach, SalesLoft, or Apollo.
• Skillful with LinkedIn Sales Navigator and prospecting tools like ZoomInfo, Lusha, or Cognism.
• Strong command of Microsoft Office Suite and Google Workspace applications.
• Knowledge of data enrichment and sales intelligence resources.
• Excellent communication skills capable of creating compelling, personalized messaging.
• Deep understanding of technical concepts related to compliance and cloud security.
• Consultative selling approach with active listening and probing capabilities.
• Analytical mindset focused on data-driven problem solving.
• Self-driven, organized, and adept at thriving in fast-paced, goal-oriented settings.
• Ability to function independently as well as collaborate effectively across teams.

Preferred Qualifications

• Awareness of compliance standards such as GDPR, HIPAA, SOC 2, ISO 27001, PCI-DSS, and NIST.
• Experience in cybersecurity, compliance, or cloud infrastructure industries.
• Familiarity with cloud platforms like AWS, Azure, or GCP and associated security solutions.
• Prior leadership or mentorship experience.
• Additional language fluency, notably regional languages, is advantageous in the Hyderabad market.

Personal Traits

• Entrepreneurial and competitive “hunter” mentality.
• Resilience and persistence in handling setbacks with a positive demeanor.
• Strategic thinker balancing immediate tasks with future planning.
• Coachability with a commitment to ongoing self-improvement.
• High professionalism and integrity in all dealings.
• Team-oriented mindset appreciating collective achievements.

Performance Indicators

• Number of qualified meetings and opportunities generated monthly.
• Conversion rates of Sales Qualified Leads.
• Contribution to sales pipeline and revenue influence.
• Activity measurements including calls, emails, and social engagements.
• Achievement of quota and sales goals.
• Rate of lead-to-opportunity conversion.

Benefits and Work Environment

• Competitive salary with performance-based incentives and commissions.
• Defined career growth path towards Senior SDR, Team Lead, or Account Executive roles.
• Statutory benefits including Provident Fund.
• Opportunities for professional development, including training, certifications, and conferences.
• Vibrant and collaborative workplace culture with innovation focus.
• Access to state-of-the-art sales tools and technologies.
• Work location: Hyderabad office; this is an onsite role.

Equal Opportunity

iCompaas embraces diversity and inclusion, ensuring equal opportunity employment for all qualified individuals.