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 new 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 qualified 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.

📌 Sales Operations Manager (Pune)
🏢 Clarion Technologies
📍 Pune