Job DescriptionSales Development Representative NChannel Sales — IndianBangalore, India (Remote) NAligned to US CT / ETnCleo Integration Cloud NSales — ChannelnIndividual Contributor NPosition OverviewnThe Sales Development Representative (SDR) will play a pivotal role in supporting Cleo's US-based Channel Sales team by generating qualified pipeline of recent 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. NA strong understanding ofcore 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. NWhat You OwnnPipeline Development Nn 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. NnPartner Ecosystem Engagement Nn 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. NnOutreach & Messaging Nn Craft and executepersonalized, 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 onoutreach based on reply to rates, conversion data, and AE feedback. NnSalesforce & Pipeline Hygiene Nn 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. NnSuccess Metrics (First 12 Months) NPerformance will be evaluated against the following KPIs. Targets reflect expectations for a fully ramped SDR (Month 4+). NMetricnDefinition NTargetnOutbound Activities / Week NCalls + emails + LinkedIntouches N75+nSQLs Generated / Month NSales Qualified Leads passed to Channel AE N10+nPipeline Sourced (Qtly) NNew pipeline attributed to SDR outreach N$150K+nSalesforceData Quality N% of activities logged within 24 hrs N98%+nEmail Reply Rate NPositive replies to personalized sequences N≥ 8%nTime-to-First-Touch NSpeed from lead assignment to first contact NRequired Qualifications Nn 2+ years of B2B SaaS sales, business development, or inside sales experience. N A strong 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 experiencewith 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. NnPreferred Qualifications Nn 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. NnAI Fluency Standards NCleo is building an AI-first sales organization. This role is expected to actively leverage AI across prospecting, outreach, and pipeline management. NAI CompetencynApplication to SDR - Channel Role NProficiency Expectation NLevelnPriority NAI-Powered Prospecting & Account Research NUse Clay, Apollo AI, or ZoomInfo to build and enrich prospect lists, identify buying personas,



and surface intent signals for Channel AE prioritization NIndependently builds targeted prospect lists without AE direction; enrichment accuracy >= 90%; reduces research time by 40%+ NPractitionernCritical NPersonalized Outreach at Scale NLeverage AI writing tools(Claude, Lavender, or equivalent) to craft high-quality, persona-specific email and LinkedIn sequences without sacrificing authenticity NSequences are personalized per account and persona; reply rates >= 8%; does not rely on generic templates NPractitionernCritical NPrompt Engineering for Sales Workflows NWrite effective prompts to generate objection-handling talking points, call prep briefs, partner ecosystem summaries, and competitive positioning content NUses AI as a daily productivity layer; outputs are polished and business-ready with minimal manual editing NPractitionernHigh NSalesforce & CRM Intelligence NLeverage Salesforce AI features (Einstein, activity scoring) to prioritize daily outreach queues, identify stale pipeline, and surface re-engagement signals NLogs 100% of activity within 24 hrs; uses AI-assisted prioritization to focus top-of-funnel energy on highest-probability accounts NPractitionernHigh NCritical Evaluation of AIOutputs NReview and validate all AI-generated content — prospect data, outreach copy, research summaries — before acting or sending; flag inaccuracies to the team NNever sends unreviewed AIoutput externally; identifies and correctshallucinations in prospect data or company summaries NPractitionernNon-Negotiable NExamples of AI Fluency inthis 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. NKey Behavioral Competencies NCompetencynBehavioral Indicator NSDR Minimum BarnAI Fluency NUses AI-powered tools to research, personalize outreach, and iterate on messaging NAdoptive — actively uses AI tools in day-to-day workflow NPipeline OwnershipnProactively hunts opportunities; does not wait for inbound flow NCapable — consistent outbound activity against weekly KPIs NBusiness AcumennUnderstands O2C, P2P, and supply chain pain points in prospect conversations NCapable — can articulate Cleo's value in business terms NCross-Cultural Communication NEngages US-based partnersand prospects with clarity and cultural fluency NAdoptive — adjusts style across geographies and personas NCRM DisciplinenMaintains clean, accurate, up-to-date records in Salesforce NCapable — zero data hygiene exceptions NGrowth MindsetnSeeks feedback, iterates on messaging, shares learnings with the team NCapable — demonstrates learning agility from coaching sessions NCLEO...Never stopsnPeople Operations | Cleo Integration Cloud | 2026

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