Sales Development Representative

About this role

<p><strong>Position Overview</strong></p> <p> </p> <p>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.</p> <p>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.</p> <p><strong>What You Own</strong></p> <p> </p> <p><strong>Pipeline Development</strong></p> <ul> <li>Proactively prospect outbound opportunities to generate new business pipeline for the US Channel Sales team.</li> <li>Manage and qualify inbound leads generated through channel partner activities, marketing campaigns, and digital channels.</li> <li>Research target accounts using AI-enriched tools (Clay, Apollo AI, ZoomInfo) to identify leadership personas, target verticals, and alignment with Cleo's solutions.</li> <li>Partner with Channel Account Executives to identify, source, and develop net-new pipeline across assigned verticals.</li> <li>Identify prospective customers with cash flow vulnerability for Cleo InvoicePay, specifically suppliers to large retailers with extended payment terms.</li> </ul> <p> </p> <p><strong>Partner Ecosystem Engagement</strong></p> <ul> <li>Engage ERP and platform partners (SAP, Oracle, NetSuite, Microsoft) to identify joint go-to-market opportunities.</li> <li>Support Channel AEs in managing partner-sourced leads from identification through SQL handoff.</li> <li>Maintain accurate records of partner activity, pipeline status, and next steps within Salesforce.</li> <li>Build relationships with partner teams and stay current on the Cleo partner ecosystem and solution integrations.</li> </ul> <p> </p> <p><strong>Outreach & Messaging</strong></p> <ul> <li>Craft and execute personalized, multi-channel outreach sequences (email, LinkedIn, phone) to target personas.</li> <li>Use AI writing tools (Claude, Lavender, or equivalent) to personalize messaging at scale without sacrificing quality.</li> <li>A/B test subject lines, call scripts, and LinkedIn messages; share learnings with the broader SDR team.</li> <li>Continuously iterate on outreach based on reply to rates, conversion data, and AE feedback.</li> </ul> <p> </p> <p><strong>Salesforce & Pipeline Hygiene</strong></p> <ul> <li>Log all outbound activities, call notes, and lead statuses in Salesforce within 24 hours.</li> <li>Maintain clean contact and account records with no duplicate entries, no stale stages.</li> <li>Support accurate pipeline forecasting by ensuring all qualified leads are properly staged and timestamped.</li> </ul> <p> </p> <p><strong>Success Metrics (First 12 Months)</strong></p> <p> </p> <p>Performance will be evaluated against the following KPIs. Targets reflect expectations for a fully ramped SDR (Month 4+).</p> <p> </p> <table width="672"> <thead> <tr> <td width="235"> <p><strong>Metric</strong></p> </td> <td width="302"> <p><strong>Definition</strong></p> </td> <td width="134"> <p><strong>Target</strong></p> </td> </tr> </thead> <tbody> <tr> <td width="235"> <p>Outbound Activities / Week</p> </td> <td width="302"> <p>Calls + emails + LinkedIn touches</p> </td> <td width="134"> <p><strong>75+</strong></p> </td> </tr> <tr> <td width="235"> <p>SQLs Generated / Month</p> </td> <td width="302"> <p>Sales Qualified Leads passed to Channel AE</p> </td> <td width="134"> <p><strong>10+</strong></p> </td> </tr> <tr> <td width="235"> <p>Pipeline Sourced (Qtly)</p> </td> <td width="302"> <p>New pipeline attributed to SDR outreach</p> </td> <td width="134"> <p><strong>$150K+</strong></p> </td> </tr> <tr> <td width="235"> <p>Salesforce Data Quality</p> </td> <td width="302"> <p>% of activities logged within 24 hrs</p> </td> <td width="134"> <p><strong>98%+</strong></p> </td> </tr> <tr> <td width="235"> <p>Email Reply Rate</p> </td> <td width="302"> <p>Positive replies to personalized sequences</p> </td> <td width="134"> <p><strong>≥ 8%</strong></p> </td> </tr> <tr> <td…