Head of Sales Development (SDR)

Location: Noida, Uttar Pradesh

Employment Type: Full time

Working Days: Monday to Friday

Working Hours: 10:00 AM – 6:00 PM

Experience: 7–10 Years

Role Overview

We are looking for an experienced and hands-on Head of Sales Development (SDR) to build, lead, and scale Xebo.ai’s Sales Development function.

This role will own the inbound and outbound lead-generation strategy, SDR team hiring and development, prospecting processes, pipeline quality, and top-of-funnel performance.

The ideal candidate is a strategic yet hands-on sales leader who can build repeatable prospecting systems, establish high-performing SDR processes, coach sales development representatives, and work closely with Sales, Marketing, and Revenue Operations to consistently generate qualified pipeline for the Account Executive team.

Key Responsibilities1. SDR Team Leadership & Development

- Build, lead, and scale the SDR/BDR function.
- Own SDR hiring, onboarding, training, goal-setting, and performance management.
- Define individual and team targets aligned with overall pipeline and revenue objectives.
- Establish a culture of accountability, ownership, continuous learning, and high performance.
- Conduct regular 1:1s, call reviews, role-plays, and pipeline reviews.
- Identify skill gaps and develop structured coaching and improvement plans.
- Mentor SDRs and create clear career-development paths within the sales organization.

1. Outbound Sales Development Strategy

- Develop and execute a scalable outbound prospecting strategy across email, LinkedIn, cold calling, and other relevant channels.
- Define prospecting methodologies, account prioritization frameworks, and multi-touch engagement strategies.
- Develop and continuously refine Ideal Customer Profiles (ICPs) and target-account lists.
- Build account-based prospecting strategies for enterprise and strategic accounts.
- Develop messaging frameworks tailored to different industries, personas, use cases, and buying stages.
- Identify and test new outbound channels and approaches to improve top-of-funnel efficiency.

1. Inbound Lead Management

- Partner closely with Marketing to establish effective processes for converting MQLs into qualified sales opportunities.
- Ensure timely and effective follow-up on inbound leads.
- Define lead qualification criteria and handoff processes between Marketing, SDRs, and Account Executives.
- Monitor inbound lead quality, conversion rates, response times, and pipeline contribution.
- Provide feedback to Marketing on lead quality, messaging, campaigns, and target audiences.

1. SDR Playbooks & Sales Processes

- Design, implement,



and continuously improve SDR playbooks.
- Develop and maintain:
- Cold-call scripts
- Email sequences
- LinkedIn outreach frameworks
- Multi-touch cadences
- Qualification frameworks
- Objection-handling guides
- Discovery and meeting-booking processes
- Standardize best practices across the SDR team.
- Continuously optimize prospecting processes based on performance data and market feedback.

1. Pipeline Management & Performance

- Own SDR pipeline-generation targets and overall top-of-funnel performance.
- Define and track key SDR metrics including:
- Activity volume
- Connect rates
- Response rates
- Meetings booked
- Meeting-to-SQL conversion
- SQL generation
- Pipeline contribution
- Pipeline-to-quota conversion
- Analyze performance trends and identify opportunities for improvement.
- Forecast pipeline generation and provide regular reports to Sales leadership.
- Conduct weekly and monthly performance reviews with the SDR team and leadership.

1. Sales Technology & CRM Management

- Own and optimize the SDR technology stack.
- Ensure effective utilization of CRM and sales-engagement platforms.
- Maintain high standards of CRM hygiene, data accuracy, lead tracking, and reporting.
- Work with Revenue Operations to optimize:
- Lead routing
- Territory/account assignment
- CRM workflows
- Sales engagement tools
- Intent data
- Dialers
- Reporting and dashboards
- Evaluate and pilot new sales technologies that can improve SDR productivity and pipeline generation.

1. Cross-functional Collaboration

- Work closely with Sales, Marketing, Revenue Operations, and Sales Leadership to align pipeline-generation strategies.
- Partner with Account Executives to ensure high-quality meeting handoffs and effective opportunity progression.
- Collaborate with Marketing on campaigns, messaging, content, ICP development, and lead quality.
- Work with Revenue Operations to optimize territories, lead routing, reporting, and sales processes.
- Share market intelligence, prospect feedback, and competitive insights with relevant teams.

Required Qualifications
- 7–10 years of experience in Sales Development, Business Development, Inside Sales, or B2B sales.
- At least 2–3 years of experience managing an SDR/BDR team.
- Proven experience building, managing,



or scaling a Sales Development function.
- Demonstrated track record of achieving pipeline-generation targets.
- Robust experience with both inbound and outbound sales development.
- Strong understanding of modern outbound methodologies, including account-based prospecting and multi-touch sales cadences.
- Experience with sales engagement and CRM platforms such as Outreach, Salesloft, Apollo, HubSpot, Salesforce, or equivalent tools.
- Strong coaching, communication, and people-management skills.
- Data-driven approach to sales performance, forecasting, and pipeline management.
- Strong analytical and problem-solving abilities.
- Bachelor’s degree in Business, Marketing, Sales, or a related field, or equivalent practical experience.

Preferred Skills
- Experience in B2B SaaS, enterprise technology, or AI/SaaS organizations.
- Experience selling into Customer Experience (CX), Market Research, HR-Tech, or enterprise technology.
- Experience with enterprise account-based prospecting.
- Experience building SDR teams and processes from an early stage.
- Familiarity with sales intelligence, intent-data, and AI-powered sales tools.
- Experience working with international markets, particularly the US, UAE, or other global enterprise markets.

Key Competencies
- SDR/BDR Team Building & Leadership
- Outbound & Inbound Sales Strategy
- Pipeline Generation
- Account-Based Prospecting
- Sales Development Process Design
- Pipeline Management & Forecasting
- Sales Engagement Tools & CRM
- Coaching & Performance Management
- Data-Driven Decision Making
- Lead Qualification & Conversion
- Cross-functional Collaboration
- Strategic Account Planning
- Communication & Negotiation

What We Offer
- An opportunity to build and own a strategic Sales Development function within a fast-growing, AI-native SaaS company.
- High ownership and direct exposure to senior sales and company leadership.
- Opportunity to build scalable sales processes and shape the organization’s go-to-market strategy.
- Team-oriented, entrepreneurial, and performance-driven work culture.
- Competitive compensation aligned with experience.
- Performance-based incentives linked to business and pipeline outcomes.

Ideal Candidate The ideal candidate is a hands-on sales development leader who combines strategic thinking with strong execution. You should be comfortable building teams, designing prospecting systems, analyzing funnel metrics, coaching sales professionals, and personally getting involved in improving messaging and outbound performance.

Pay: ₹1,500,000.00 - ₹3,000,000.00 per year

Work Location: In person

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