Sales Development Representative

About this role

Sales Development Representative

Department: Sales & Revenue

Level: IC – Mid-Level

Location: Bangalore, India (Remote)

Type: Full-Time

Reports To: Director, Ecosystem Partnerships

About Cleo

Cleo is the AI-native supply chain orchestration company built on modern EDI. We help businesses orchestrate EDI, API, MFT, applications, and trading partner ecosystems with the visibility, intelligence, and control needed to keep business-critical supply chain transactions moving — from order to cash, procure to pay, and everywhere in between.

Our platform, Cleo Integration Cloud, brings together integration, workflow automation, real-time monitoring, and Agentic AI intelligence so supply chain, operations, and IT teams can launch partners faster, automate transactions across business systems, resolve exceptions before they become disruptions, and gain actionable insight across the end-to-end supply chain.

Trusted by 5,000+ customers across manufacturing, retail, logistics, and distribution, Cleo is headquartered in Rockford, Illinois, with offices in Chicago and Bangalore. We are a team united by one mission: to make supply chains smarter. Cleo Never Stops.

The Opportunity

You will help Cleo's US Channel Sales team build pipeline with new partners and grow use of partner sponsored solutions, becoming a product expert on Cleo's SaaS integration platform along the way. Working from India in alignment with US business hours, you'll use AI-powered sales tools to prospect smarter, personalize outreach at scale, and keep best-in-class pipeline hygiene in Salesforce. A strong grasp of Order-to-Cash (O2C) and Procure-to-Pay (P2P) will let you engage prospects and partners credibly and articulate Cleo's value.

What You'll Do

• Prospect proactively to generate new pipeline for the US Channel Sales team, and manage and qualify inbound leads from 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 source and develop net-new pipeline across assigned verticals, including prospects with cash flow vulnerability for Cleo InvoicePay (suppliers to large retailers with extended payment terms)

• Engage ERP and platform partners (SAP, Oracle, NetSuite, Microsoft) to identify joint go-to-market opportunities, and build relationships with partner teams while staying current on Cleo's partner ecosystem and integrations

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

• Craft and run personalized multi-channel outreach sequences (email, LinkedIn, phone), using AI writing tools (Claude, Lavender, or equivalent) to personalize at scale without sacrificing quality

• A/B test subject lines, call scripts, and LinkedIn messages, share learnings with the SDR team, and keep iterating based on reply rates, conversion data, and AE feedback

• Log all activities, call notes, and lead statuses in Salesforce within 24 hours, keep records clean (no duplicates, no stale stages), and make sure qualified leads are properly staged and timestamped to support accurate forecasting

Success Metrics (First 12 Months)

• Outbound activities per week (calls, emails, and LinkedIn touches): 75+

• SQLs generated per month (passed to a Channel AE): 10+

• Pipeline sourced per quarter (new pipeline attributed to SDR outreach): $150K+

• Salesforce data quality (activities logged within 24 hours): 98%+

• Email reply rate (positive replies to personalized sequences): 8% or higher

• Time to first touch (lead assignment to first contact): under 4 hours

• Targets reflect expectations for a fully ramped SDR (Month 4+)

What You Bring

Required

• 2–4 years of B2B SaaS sales, business development, or inside sales experience

• Strong understanding of core supply chain business processes, Order-to-Cash (O2C) and Procure-to-Pay (P2P), and the ability to translate them into prospect conversations

• Demonstrated experience with AI sales tools (Clay, Apollo AI, Lavender, Claude, or equivalent) for prospecting and outreach

• Hands-on experience with Salesforce CRM and sales engagement platforms (Outreach, Salesloft, or equivalent)

• Excellent written and verbal communication skills in English, with the ability to engage US-based stakeholders

• Self-motivated and goal-oriented, with a track record of meeting or exceeding weekly and monthly KPIs

Preferred

• Familiarity with ERP or integration platforms (SAP, Oracle, NetSuite, Microsoft Dynamics)

• Prior exposure to channel sales, partner ecosystems, or indirect sales models

• Experience working across time zones in a distributed, global team environment

• Strong research skills, with the ability to build account maps and identify multi-threaded buying groups

Behavior Competencies

Initiative & Innovation- Ability to be proactive and develop new ideas

Level 2: Initiative -Takes initiatives within their area of responsibility to accelerate finding solutions. Detects problems, escalates with proposed solutions.

Leadership & Management -Ability to work within or lead a team

Level 1: Team Oriented -Actively cooperates with team members, shares knowledge proactively, and seeks advice when needed.

Planning & Organization- Ability to manage tasks and activities

Level 2: Scheduling- Determines a course of action by breaking it into smaller steps, planning and resourcing each, and adjusting for potential problems.

Customer Focus- Ability to manage relationships with customers

Level 2: Customer Oriented- Understands the needs of external customers and keeps them in mind when taking actions or making decisions.

Interpersonal Communication- Ability to communicate effectively with people

Level 2: Active Listening & Empathy- Listens to others' points of view through verbal and non-verbal communication. Formulates own…