Job Description Sales Development Representative
n Channel Sales — India
n Bangalore, India (Remote)
n Aligned to US CT / ET
n Cleo Integration Cloud
n Sales — Channel
n Individual Contributor
n Position Overview
n 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.
n 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.
n What You Own
n Pipeline Development
n n Proactively prospect outbound opportunities to generate new business pipeline for the US Channel Sales team.
n Manage and qualify inbound leads generated through channel partner activities, marketing campaigns, and digital channels.
n Research target accounts using AI-enriched tools (Clay, Apollo AI, ZoomInfo) to identify leadership personas, target verticals, and alignment with Cleo's solutions.
n Partner with Channel Account Executives to identify, source, and develop net-new pipeline across assigned verticals.
n Identify prospective customers with cash flow vulnerability for Cleo InvoicePay, specifically suppliers to large retailers with extended payment terms.
n n Partner Ecosystem Engagement
n n Engage ERP and platform partners (SAP, Oracle, NetSuite, Microsoft) to identify joint go-to-market opportunities.
n Support Channel AEs in managing partner-sourced leads from identification through SQL handoff.
n Maintain accurate records of partner activity, pipeline status, and next steps within Salesforce.
n Build relationships with partner teams and stay current on the Cleo partner ecosystem and solution integrations.
n n Outreach & Messaging
n n Craft and execute personalized, multi-channel outreach sequences (email, LinkedIn, phone) to target personas.
n Use AI writing tools (Claude, Lavender, or equivalent) to personalize messaging at scale without sacrificing quality.
n A/B test subject lines, call scripts, and LinkedIn messages; share learnings with the broader SDR team.
n Continuously iterate on outreach based on reply to rates, conversion data, and AE feedback.
n n Salesforce & Pipeline Hygiene
n n Log all outbound activities, call notes, and lead statuses in Salesforce within 24 hours.




n Maintain clean contact and account records with no duplicate entries, no stale stages.
n Support accurate pipeline forecasting by ensuring all qualified leads are properly staged and timestamped.
n n Success Metrics (First 12 Months)
n Performance will be evaluated against the following KPIs. Targets reflect expectations for a fully ramped SDR (Month 4+).
n Metric
n Definition
n Target
n Outbound Activities / Week
n Calls + emails + LinkedIn touches
n 75+
n SQLs Generated / Month
n Sales Qualified Leads passed to Channel AE
n 10+
n Pipeline Sourced (Qtly)
n New pipeline attributed to SDR outreach
n $150K+
n Salesforce Data Quality
n % of activities logged within 24 hrs
n 98%+
n Email Reply Rate
n Positive replies to personalized sequences
n ≥ 8%
n Time-to-First-Touch
n Speed from lead assignment to first contact
n Required Qualifications
n n 2+ years of B2B SaaS sales, business development, or inside sales experience.
n A robust understanding of core supply chain business processes Order-to-Cash (O2C) and Procure-to-Pay (P2P) and the ability to translate these into prospect conversations.
n Demonstrated experience with AI sales tools (Clay, Apollo AI, Lavender, Claude, or equivalent) for prospecting and outreach.
n Hands-on experience with Salesforce CRM and sales engagement platforms (Outreach, Salesloft, or equivalent).
n Excellent written and verbal communication skills in English, with the ability to engage US-based stakeholders.
n Self-motivated and goal-oriented with a track record of meeting or exceeding weekly and monthly KPIs.
n n Preferred Qualifications
n n Familiarity with ERP or integration platforms (SAP, Oracle, NetSuite, Microsoft Dynamics).
n Prior exposure to channel sales, partner ecosystems, or indirect sales models.
n Experience working across time zones in a distributed, global team environment.
n Strong research skills with the ability to build account maps and identify multi-threaded buying groups.
n n AI Fluency Standards
n Cleo is building an AI-first sales organization. This role is expected to actively leverage AI across prospecting, outreach, and pipeline management.
n AI Competency
n Application to SDR - Channel Role
n Proficiency Expectation
n Level
n Priority
n AI-Powered Prospecting & Account Research
n Use Clay, Apollo AI, or ZoomInfo to build and enrich prospect lists, identify buying personas, and surface intent signals for Channel AE prioritization




n Independently builds targeted prospect lists without AE direction; enrichment accuracy >= 90%; reduces research time by 40%+
n Practitioner
n Critical
n Personalized Outreach at Scale
n Leverage AI writing tools (Claude, Lavender, or equivalent) to craft high-quality, persona-specific email and LinkedIn sequences without sacrificing authenticity
n Sequences are personalized per account and persona; reply rates >= 8%; does not rely on generic templates
n Practitioner
n Critical
n Prompt Engineering for Sales Workflows
n Write effective prompts to generate objection-handling talking points, call prep briefs, partner ecosystem summaries, and competitive positioning content
n Uses AI as a daily productivity layer; outputs are polished and business-ready with minimal manual editing
n Practitioner
n High
n Salesforce & CRM Intelligence
n Leverage Salesforce AI features (Einstein, activity scoring) to prioritize daily outreach queues, identify stale pipeline, and surface re-engagement signals
n Logs 100% of activity within 24 hrs; uses AI-assisted prioritization to focus top-of-funnel energy on highest-probability accounts
n Practitioner
n High
n Critical Evaluation of AI Outputs
n Review and validate all AI-generated content — prospect data, outreach copy, research summaries — before acting or sending; flag inaccuracies to the team
n Never sends unreviewed AI output externally; identifies and corrects hallucinations in prospect data or company summaries
n Practitioner
n Non-Negotiable
n Examples of AI Fluency in this role include: 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.
n Key Behavioral Competencies
n Competency
n Behavioral Indicator
n SDR Minimum Bar
n AI Fluency
n Uses AI-powered tools to research, personalize outreach, and iterate on messaging
n Adoptive — actively uses AI tools in day-to-day workflow
n Pipeline Ownership
n Proactively hunts opportunities; does not wait for inbound flow
n Capable — consistent outbound activity against weekly KPIs
n Business Acumen
n Understands O2C, P2P, and supply chain pain points in prospect conversations
n Capable — can articulate Cleo's value in business terms
n Cross-Cultural Communication
n Engages US-based partners and prospects with clarity and cultural fluency
n Adoptive — adjusts style across geographies and personas
n CRM Discipline
n Maintains clean, accurate, up-to-date records in Salesforce
n Capable — zero data hygiene exceptions
n Growth Mindset
n Seeks feedback, iterates on messaging, shares learnings with the team
n Capable — demonstrates learning agility from coaching sessions
n CLEO...never stops
n People Operations | Cleo Integration Cloud | 2026

📌 Sales Development Representative (Bengaluru)
🏢 Cleo Software
📍 Bengaluru