Sales Development Representative

Job description

**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 views while understanding others'. **Achievement Focus-** Ability to achieve objectives **Level 2: Persistence-** Meets targets and fulfills agreements even when adverse circumstances prevail. Stays focused and resourceful under pressure. **Solution Finding-** Ability to analyze situations and find accurate solutions **Level 2: Information Acquisition-** Identifies gaps in available information and provides solutions for fixing them. Takes new information into account and modifies understanding accordingly. **People Focus-** Ability to account for the human factor **Level 2: Efficiency of Staff-** Manages own stress and avoids impacting team members. Anticipates and manages potential conflicts. Champions diversity through a positive approach. **AI Fluency** Uses AI products built internally daily. Built a personal prospecting workflow that saves them significant time and generates pipeline. Can strongly position AI transformation strategies with customers. Cleo is building an AI-first sales organization. This role is expected to actively leverage AI across prospecting, outreach, and pipeline management. Minimum bar for this role: Adoptive, meaning AI tools are part of your day to-day workflow. - AI-Powered Prospecting & Account Research (Critical): Use Clay, Apollo AI, or ZoomInfo to build and enrich prospect lists, identify buying personas, and surface intent signals for Channel AE prioritization. Builds targeted lists independently, with enrichment accuracy of 90%+ and research time reduced by 40%+. - Personalized Outreach at Scale (Critical): Use AI writing tools (Claude, Lavender, or equivalent) to craft persona specific email and LinkedIn sequences without losing authenticity. Sequences are personalized per account and persona, with reply rates of 8%+ and no reliance on generic templates. - Prompt Engineering for Sales Workflows (High): Write effective prompts for objection-handling talking points, call prep briefs, partner ecosystem summaries, and competitive positioning. Uses AI as a daily productivity layer, with business-ready outputs that need minimal editing. - Salesforce & CRM Intelligence (High): Use Salesforce AI features (Einstein, activity scoring) to prioritize daily outreach queues, identify stale pipeline, and surface re-engagement signals. Logs 100% of activity within 24 hours and focuses top-of-funnel effort on the highest-probability accounts. - Critical Evaluation of AI Outputs (Non-Negotiable): Review and validate all AI-generated content (prospect data, outreach copy, research summaries) before acting or sending, and flag inaccuracies to the team. Never sends unreviewed AI output externally, and identifies and corrects hallucinations in prospect data or company summaries. Examples: using Clay or Apollo AI to auto-enrich prospect lists, using Claude or Lavender to personalize email sequences, and using Salesforce AI features to prioritize daily outreach queues. **Why Cleo** **Join. Grow. Lead the Future of Supply Chain.** At Cleo we don't just manage supply chains — we orchestrate them. You'll be empowered to drive transformation, deliver excellence, and shape the future of global operations. Whether you're joining us from outside or growing within, this is your platform to lead with purpose, innovate with impact, and thrive in a culture that champions your growth. **WHY JOIN US** **Strategic Influence** Be at the helm of global supply chain strategy, driving decisions that impact customers, partners, and communities worldwide. **Innovation-Driven Culture** Work with the latest in AI, automation, and digital supply chain platforms to solve complex challenges. **End-to-End Visibility** Lead across planning, sourcing, logistics, and fulfillment — connecting dots others can't see. **Sustainability at the Core** Help build ethical, transparent, and sustainable supply chains that make a difference. **WHY GROW WITH US** **Leadership Development** Access world-class programs, executive mentorship, and rotational opportunities to accelerate your career. **Internal Mobility** We prioritize internal talent — your next big opportunity could be just one conversation away. **Recognition & Impact** Your ideas matter.Your leadership is visible. Your success is celebrated. **Inclusive Community** Thrive in a diverse, collaborative environment where every voice is heard and respected. We are a Talent Destination for supply chain leaders who want to make bold moves, solve real world problems, and grow without limits. Whether you're stepping into your first leadership role or scaling new heights — your journey starts here. Cleo Never Stops. **Total Rewards** **Benefits** - Group Medical Insurance & Group Personal Accident Insurance coverage - PF & Retiral benefits - Flexible PTO and company holidays - Wellness Benefit of 15000 per year - Cleo Cares - CSR initiatives **Equal Opportunity Statement** Cleo is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. *Cleo is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.*