Sales Development Representative

About this role

Position Overview

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.

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.

What You Own

Pipeline Development

• Proactively prospect outbound opportunities to generate new business pipeline for the US Channel Sales team.

• Manage and qualify inbound leads generated through channel partner activities, marketing campaigns, and digital channels.

• Research target accounts using AI-enriched tools (Clay, Apollo AI, ZoomInfo) to identify leadership personas, target verticals, and alignment with Cleo's solutions.

• Partner with Channel Account Executives to identify, source, and develop net-new pipeline across assigned verticals.

• Identify prospective customers with cash flow vulnerability for Cleo InvoicePay, specifically suppliers to large retailers with extended payment terms.

Partner Ecosystem Engagement

• Engage ERP and platform partners (SAP, Oracle, NetSuite, Microsoft) to identify joint go-to-market opportunities.

• Support Channel AEs in managing partner-sourced leads from identification through SQL handoff.

• Maintain accurate records of partner activity, pipeline status, and next steps within Salesforce.

• Build relationships with partner teams and stay current on the Cleo partner ecosystem and solution integrations.

Outreach & Messaging

• Craft and execute personalized, multi-channel outreach sequences (email, LinkedIn, phone) to target personas.

• Use AI writing tools (Claude, Lavender, or equivalent) to personalize messaging at scale without sacrificing quality.

• A/B test subject lines, call scripts, and LinkedIn messages; share learnings with the broader SDR team.

• Continuously iterate on outreach based on reply to rates, conversion data, and AE feedback.

Salesforce & Pipeline Hygiene

• Log all outbound activities, call notes, and lead statuses in Salesforce within 24 hours.

• Maintain clean contact and account records with no duplicate entries, no stale stages.

• Support accurate pipeline forecasting by ensuring all qualified leads are properly staged and timestamped.

Success Metrics (First 12 Months)

Performance will be evaluated against the following KPIs. Targets reflect expectations for a fully ramped SDR (Month 4+).

Metric

Definition

Target

Outbound Activities / Week

Calls + emails + LinkedIn touches

75+

SQLs Generated / Month

Sales Qualified Leads passed to Channel AE

10+

Pipeline Sourced (Qtly)

New pipeline attributed to SDR outreach

$150K+

Salesforce Data Quality

% of activities logged within 24 hrs

98%+

Email Reply Rate

Positive replies to personalized sequences

≥ 8%