Role Purpose

Drive top-of-funnel pipeline growth for ViTWO's Virtual CFO Services and vitwo.ai in the US market through disciplined, compliant outbound prospecting across two channels- US SMBs and start-ups directly, and US CPA firms as white-label / referral partners - positioning ViTWO as a trusted outsourced finance partner and handing qualified, well-briefed opportunities to the closing team.

Key Responsibilities / KRAs

1. Outbound prospecting

· Own outbound lead generation for the US market via cold calling, email sequences, LinkedIn and other prospecting channels.

· Execute multi-touch, multi-channel sequences (indicative 8–12 touches over 3–4 weeks) using a sales-engagement tool; personalise the first touch to a verified trigger (funding round, new hire, job posting, tech-stack change, CPA-firm capacity signals).

· Sustain daily activity volumes set with the Head of Sales (indicative: 60–80 dials, 40–60 personalised emails, 20–30 LinkedIn touches per day).

· Respond to inbound leads (website, webinars, referrals, review sites) within 15 minutes during shift and qualify them to the same standard as outbound.

2. Two-channel targeting: CPA firms and direct SMBs

· Research and identify target accounts and decision-makers within the US ecosystem across relevant industry sectors.

· CPA-firm channel: prospect managing partners and outsourcing / advisory partners at small and mid-sized US CPA firms (indicative 5–50 staff) for white-label bookkeeping, controllership and CFO capacity; maintain and grow the existing CPA-firm database; track busy-season timing (Jan–Apr, Sep–Oct) when outreach must be lighter.

· Direct SMB channel: prospect founders, CEOs and COOs of US SMBs and seed-to-Series-B start-ups (indicative $1M–$30M revenue) whose finance function is under-resourced; segment by vertical (SaaS, e-commerce, professional services, healthcare practices, agencies).

· Build and refresh target lists with Zoom Info / Apollo / LinkedIn Sales Navigator, Crunch base and state registries; keep ICP definitions and disqualification rules documented and current.

· Mine intent signals: funding announcements, job postings for bookkeepers / controllers, QuickBooks / NetSuite migrations, CPA-firm M&A; and staffing shortages.

3. Qualification and hand-off

· Qualify inbound and outbound leads and schedule discovery calls and demos for the Sales team.

· Apply the agreed qualification framework (indicative: BANT / CHAMP - current finance set-up, pain, budget range, decision-maker, timing) and record it in the CRM before booking.

· Prepare a written pre-call brief for every booked meeting (company, contact, trigger, pain hypothesis,



stack, questions to ask) and confirm attendance 24 hours prior; manage reschedules to protect show rate.

· Join first discovery calls where possible to close the feedback loop on lead quality; log outcomes and disqualification reasons.

· Nurture not-yet-ready prospects with a scheduled re-engagement cadence rather than dropping them.

4. CRM, reporting and process

· Maintain accurate, up-to-date prospect and pipeline data in the CRM / sales tracker (HubSpot / Salesforce / Zoho as deployed) - every touch logged, every meeting sourced and attributed.

· Publish a weekly SDR dashboard: activity, connect rate, reply rate, meetings booked / held, SQLs accepted, pipeline value sourced, by channel and sequence.

· Run A/B tests on subject lines, call scripts and sequences monthly and document what wins.

· Consistently meet or exceed monthly outbound activity and qualified-meeting targets.

5. Messaging, market intelligence and collaboration

· Collaborate with Marketing & Sales and Delivery teams to refine outreach messaging, targeting and qualification criteria.

· Stay current on US SMB market trends, competitor positioning and common finance/compliance pain points to sharpen outreach.

· Maintain a live battle card on US outsourced-accounting and virtual-CFO competitors (positioning, pricing signals, gaps) and on vitwo.ai's differentiation.

· Feed voice-of-customer objections and questions back to Marketing for content, and to Delivery for service design.

· Support US webinars, virtual events and conference outreach (pre-event list building, post-event follow-up within 48 hours).

· Amplify ViTWO thought-leadership on LinkedIn and engage prospects socially in a skilled, non-spam manner.

6. Outreach compliance

US outbound is regulated. Non-compliant outreach exposes the SPV to fines and reputational harm.

· Comply with the TCPA (no auto-dialled or pre-recorded calls to cell phones without consent), the National Do-Not-Call Registry and state DNC lists; honour do-not-contact requests immediately and record them in the CRM.

· Comply with CAN-SPAM in email outreach - accurate headers and subject lines, physical postal address, working unsubscribe honoured within 10 business days.

Must-Have Requirements





· 4 to 5 years of outbound sales / SDR experience, ideally targeting the US SMB or B2B market, with demonstrable meeting and pipeline numbers.

· Prior experience in a US client-facing role working US shift hours.

· Strong verbal and written communication skills tailored to a US business audience; neutral accent and confident cold-calling manner.

· Working knowledge of CRM and sales-engagement tools (HubSpot, Salesforce, Outreach, Apollo, Salesloft or similar) and of LinkedIn Sales Navigator.

· Willingness to work in hybrid mode, aligned to US shift timings.

· Ability to learn and explain finance and accounting service offerings at a conversational level (what a virtual CFO, controller and bookkeeper each do, and why a business outsources them).

· Flexible with working style and hours, including seasonal shift adjustment for US daylight-saving changes.

Good-to-Have

· Experience selling financial services, SaaS, fintech, HRMS, CRM or professional/consulting services.

· Familiarity with outsourced accounting, virtual CFO, or compliance solution selling.

· Exposure to multi-channel outbound sequences and sales engagement/automation tools.

Compensation

Compensation As per market standards, commensurate with the candidate's demonstrated expertise, certifications, and last-drawn CTC. The exact salary bracket will be communicated during the interview process.

· Structure: fixed CTC plus monthly/quarterly variable pay tied to qualified meetings held and pipeline sourced (indicative 70:30 fixed-to-variable split, uncapped upside on over-achievement - to be confirmed by HR).

· Night-shift allowance and hybrid-work support as per policy.

Pay: ₹50,000.00 - ₹65,000.00 per month

Benefits

- Commuter assistance
- Health insurance
- Internet reimbursement
- Leave encashment
- Paid sick time
- Provident Fund
- Work from home

Application Question(s):
- Do you have 4–5 years of outbound sales/SDR experience, ideally targeting the US SMB or B2B market? (Yes/No)
- Have you worked in a US client-facing role during US shift hours before? (Yes/No)
- Are you comfortable working a night shift (9:00 PM – 6:00 AM IST)? (Yes/No)
- Are you open to a hybrid work mode (2 days office, 4 days WFH per week)? (Yes/No)
- Which CRM or sales-engagement tools have you used? (HubSpot / Salesforce / Outreach / Apollo / Salesloft / Other)
- Have you used LinkedIn Sales Navigator for prospecting? (Yes/No)
- What is your current notice period? (In days)
- What is your current and expected CTC (including fixed/variable split, if applicable)?

Work Location: Hybrid remote in Kolkata, West Bengal

📌 Sales Development Representative- US Market (Kolkata)
🏢 ViTWO
📍 Kolkata