Pepper is an AI-native organic growth company that helps enterprise brands win visibility across Google and AI answer engines like ChatGPT, Perplexity, Gemini, and Google AI Overviews. We combine Atlas, our AI platform for GEO (Generative Engine Optimization), AI answer monitoring, and agentic content delivery, with expert-led services across SEO, GEO, content, and digital PR.

Our promise to clients is simple: outcomes, not tools. Instead of selling another dashboard, we own the results, with forward-deployed teams running Atlas to grow clients share of answer and organic pipeline.

Pepper is backed by Bessemer Venture Partners and Lightspeed, with teams across the US and India. The US is our largest and fastest-growing market, and we work with marketing leaders at some of the world's leading enterprise brands.

About the Role

We're hiring a Director of Outbound to build Pepper's SDR function from the ground up. Outbound is a new motion for us, and you'll design it, hire the team, and make it a dependable source of US meetings and pipeline.

Your headline goal: 100 qualified meetings a month with US marketing leaders through outbound SDR programs, delivered by a 12 to 15 person team you build from scratch.

Location & Hours

- Base location: Mumbai (in-office). We're open to Bangalore for exceptional candidates.
- Working hours: 5:00 PM to 2:30 AM IST, Monday to Friday, aligned to US business hours.
- You and your team will work daily with US sales and leadership. The shift is non-negotiable, so please apply only if you're committed to the US schedule on a sustained basis.

What You'll Own

Build the Outbound Function

- Design Pepper's outbound strategy for the US: ICP, account tiers, personas, messaging, channels, and the operating model for an agent-first SDR team.
- Hire, onboard, and lead a 12 to 15 person team of SDRs, BDRs, and team leads, scaled in phases as each cohort ramps. Set clear ramp plans, quotas, and career paths.
- Write the outbound playbook: account research, sequence design, call scripts, objection handling, qualification criteria,



and handoff to AEs.
- Run the team day to day: pipeline reviews, call coaching, sequence reviews, and weekly performance one-on-ones.

Meetings Booked & Pipeline

- Own the target of 100 qualified meetings booked per month, along with meeting show rate, SQOs, and outbound-sourced pipeline, broken down by rep, segment, and account tier.
- Run multichannel outbound: cold email, cold calling, LinkedIn social selling, video prospecting, and event-driven outreach to Pepper's executive roundtables and dinners.
- Work closely with AEs on territory and account planning, meeting quality, and smooth handoffs, so every meeting has a clear path to opportunity.
- Partner with the Director of Demand Generation & ABM so outbound and ABM plays hit the same accounts with one coordinated message.

Agent-First Outbound Engine

- Build AI-driven workflows with Clay, Apollo or ZoomInfo, Gumloop, n8n, and LLMs for list building, enrichment, signal monitoring, research, and personalized first drafts.
- Act on buying signals: hiring of marketing leaders, funding rounds, website and content changes, AI search visibility gaps, intent data, and engagement with Pepper.
- Protect deliverability and domain health: inbox infrastructure, warm-up, sending limits, and list hygiene.
- Run constant experiments on targeting, messaging, offers, and channels, and scale what books meetings.

Tools, Process & Reporting

- Own the outbound tech stack (Outreach or Salesloft, Clay, Apollo or ZoomInfo, dialers, LinkedIn Sales Navigator) and keep HubSpot or Salesforce data clean.
- Partner with RevOps on lead routing, SLAs, and attribution,



so every meeting and dollar of pipeline is tracked to its source.
- Own the weekly outbound review for the Founder, CRO, and US leadership: activity, reply rates, meetings booked, show rate, SQOs, pipeline, and cost per meeting.

What We're Looking For

Must-haves

- 10+ years in B2B sales development, outbound, or inside sales, with at least 6 years at B2B SaaS, software, or B2B services companies (agencies, IT services, consulting, martech).
- At least 4 years leading SDR or BDR teams of 10+ reps that prospected into the US market, ideally from an offshore or India-based center working US hours.
- Built an SDR function from scratch, or rebuilt one that wasn't working, and turned it into a reliable source of meetings and pipeline.
- A track record of hitting meetings and pipeline targets, with numbers you can walk us through: team size, meetings per rep, conversion rates, and sourced pipeline.
- Experience prospecting into senior US buyers (VP and C-level) at mid-market and enterprise companies, ideally marketing leaders.
- Hands-on with the modern outbound stack: Outreach or Salesloft, Clay, Apollo or ZoomInfo, LinkedIn Sales Navigator, dialers, and HubSpot or Salesforce.
- Robust grasp of email deliverability and the current rules of cold outbound in the US.
- Hands-on with AI and automation in prospecting, and excited to build an agent-first team rather than a large headcount-driven one.
- A strong coach and hirer who can spot SDR talent, write great sequences, and jump on a call to show how it's done.
- Excellent spoken and written English, and comfort working directly with US sales leaders and executives.

Bonus Points

- Built an India-based SDR team that consistently booked meetings with US enterprise buyers.
- Sold to marketers at a martech, content, SEO, or agency business.
- Built an AI-assisted outbound engine (Clay tables, AI SDR agents, automated research) with measurable gains in meetings per rep.
- Scaled outbound at a B2B SaaS company growing from $10M to $100M+ ARR.

📌 Director, Outbound & SDRB, US) (Mumbai)
🏢 Pepper
📍 Mumbai