Job responsibilities:

* Lead and manage a team of 15 sales development representatives focused on
the US SMB segment and Middle East Enterprise segment, targeting ISVs and
software product companies.
* Recruit and hire top-tier talent while implementing a consistent, fair, and
scalable hiring process; mentor team leads on effective interview practices.
* Coach the team on identifying high-potential ISV prospects, researching
Clarion's value proposition (software engineering services, product development
partnerships), personalizing outreach, and generating high-quality new business
meetings. You should be adept at performing the SDR role yourself.
* Oversee day-to-day people management and development: conducting shadowing
sessions, coaching during 1:1s and calls, facilitating mock role plays,
providing constructive feedback, and enhancing SDR skills across the team.
* Drive accountability and foster the development of the team on a daily and
weekly basis to achieve metrics, leadership, and growth objectives.
* Analyze and manage the appropriate mix of outbound and inbound activities
across SMB (US) and Enterprise (Middle East) ISV prospecting to set meetings,
tailoring strategies and messaging for each segment.
* Ensure accountability on inbound lead follow-up and maintain compliance
metrics (e.g., timeliness). Collaborate with Marketing to monitor results and
align on objectives.
* Build and scale the Account-Based Marketing (ABM) strategy in partnership
with marketing, directing representatives towards the right target ISV accounts
within the Enterprise (Middle East) segment.
* Effectively manage team performance and coverage across the US shift,
ensuring overlap with both US and Middle East business hours and facilitating
strong handoffs as needed.




* Proactively address challenging conversations with empathy while
maintaining a focus on accountability and business objectives.

Expected Outcomes:

* Achieve a minimum of 20% increase in new business meetings generated by the
team within the first year.
* Successfully onboard and develop recent team members, leading to a minimum of
80% retention rate within the first 12 months.
* Implement and refine sales coaching methodologies that result in at least a
30% improvement in individual BA performance metrics.
* Establish a robust pipeline through effective mix management of outbound
and inbound strategies, achieving a minimum of 25% growth in qualified leads.
* Develop and execute an ABM strategy that results in a 15% increase in
engagement from targeted ISV accounts in the Middle East segment.
* Ensure consistent team performance that meets or exceeds established KPIs,
leading to overall revenue growth for the organization.
* Foster a culture of accountability and professional growth within the team,
resulting in at least 90% of BAs meeting or exceeding their individual targets.

Job Requirements:

* Background in IT services/software engineering sales with 12–15 years of
overall experience, including experience managing outbound/inbound SDR teams
across SMB and Enterprise segments, ideally with exposure to US and/or Middle
East markets.




* Prior experience leading a team of 10+ representatives, preferably in a
US-shift or international IT services environment.
* In-depth knowledge of lead management and outbound prospecting strategies,
with an understanding of the differences in motions across SMB and Enterprise
segments.
* Strong understanding of the ISV ecosystem and the software product
development lifecycle is highly valued.
* Ability to excel in a dynamic, high-pressure environment, and comfort
working a US-aligned shift (5 PM – 2 AM IST) from the Pune office (3 days/week).
* Exceptional written and presentation skills, with a high degree of comfort
engaging with senior leadership (CTOs, VP Engineering, Product leaders).
* Proven expertise in cold calling and email outreach.
* Strong coaching abilities at both the representative and team-lead levels.
* A solid track record of sales success, with the capability to translate
that skill set to developing early-career representatives.

Preferred Qualifications:

* Experience managing a team of 12–15+ SDRs/BDRs in a single function.
* Background in IT services or software engineering outsourcing, with
substantial industry knowledge to lead and inspire the team.
* Prior experience selling to ISVs or software product companies, engaging
with personas such as CTOs, CIOs, VP Engineering, Heads of Product, and similar
technical/product leadership roles.
* Working knowledge of top-of-the-funnel sales processes and ABM strategies
for Enterprise accounts.
* Prior experience collaborating with marketing teams on campaign-driven
pipeline generation.
* Exposure to Middle East market dynamics or Enterprise sales cycles is a
plus.

📌 BA Manager (Pune)
🏢 clarion
📍 Pune