Associate Director - Sales Development - US

Keka Inc.; Bengaluru; Hybrid; INR 3,000,000 - 6,000,000; Full time

Job summary

Keka Inc. in Bengaluru is seeking a Senior Manager – US Region to lead the US SDR team and own outbound pipeline generation.

You will drive prospecting strategy, coach the team, improve conversion, and partner closely with Account Executives, Marketing, and Sales Leadership to build a consistent pipeline of qualified opportunities.

Qualifications

• 8–12 years of experience in B2B sales development, inside sales, or outbound sales.
• Strong experience in US market outbound sales and cold calling.
• Proven experience leading and coaching BDR/SDR teams.
• Track record of consistently achieving pipeline and meeting targets.
• Experience in B2B SaaS, HR Tech, Payroll, or Enterprise Technology preferred.
• Strong understanding of US buyer personas and outbound sales methodologies.
• Excellent communication, coaching, analytical, and stakeholder management skills.

Responsibilities

• Own team targets for qualified meetings, opportunities, and pipeline contribution.
• Build and execute outbound strategies across priority accounts, segments, and buyer personas.
• Drive multi-channel prospecting through cold calling, email, and LinkedIn.
• Track funnel metrics and continuously improve connect, meeting, and conversion rates.
• Lead strategic prospecting initiatives for high-value accounts.
• Manage, coach, and develop a team of US BDRs.
• Set clear goals and drive accountability against activity and pipeline targets.
• Conduct regular call reviews, role plays, pipeline reviews, and performance coaching.
• Identify skill gaps and build development plans for team members.
• Support hiring, onboarding, and ramp-up of new BDRs.
• Partner with Account Executives on ICP, target accounts, qualification, and opportunity handoffs.
• Collaborate with Marketing on campaigns, events, intent signals, and outbound programs.
• Work with Sales Leadership and RevOps on territory planning, reporting, forecasting, and process improvements.
• Provide market feedback on buyer needs, objections, competitors, and messaging.

Skills

US market outbound sales

Team leadership & coaching

Pipeline & quota achievement

B2B SaaS / HR Tech familiarity

US time-zone alignment

Communication & stakeholder mgmt

Tools

Salesforce

HubSpot

Outreach

Salesloft

Apollo

LinkedIn Sales Navigator

Job description

Keka is India's fastest-growing HRMS and payroll platform, trusted by 10,000+ businesses. Keka offers a modern,

employee-first HR platform covering HRIS, payroll, attendance, performance, recruitment, and engagement.

As we scale our US business, we are building a high-performing Sales Development team focused on creating a strong

and predictable pipeline.

Role Overview

As Senior Manager – US Region, you will lead Keka's US SDR team and own outbound pipeline generation. You will drive

prospecting strategy, coach the team, improve conversion, and partner closely with Account Executives, Marketing,

and Sales Leadership to build a consistent pipeline of qualified opportunities.

Pipeline & Outbound Strategy

• Own team targets for qualified meetings, opportunities, and pipeline contribution.
• Build and execute outbound strategies across priority accounts, segments, and buyer personas.
• Drive multi-channel prospecting through cold calling, email, and LinkedIn.
• Track funnel metrics and continuously improve connect, meeting, and conversion rates.
• Lead strategic prospecting initiatives for high-value accounts.
• Manage, coach, and develop a team of US BDRs.
• Set clear goals and drive accountability against activity and pipeline targets.
• Conduct regular call reviews, role plays, pipeline reviews, and performance coaching.
• Identify skill gaps and build development plans for team members.
• Support hiring, onboarding, and ramp-up of new BDRs.
• Partner with Account Executives on ICP, target accounts, qualification, and opportunity handoffs.
• Collaborate with Marketing on campaigns, events, intent signals, and outbound programs.
• Work with Sales Leadership and RevOps on territory planning, reporting, forecasting, and process improvements.
• Provide market feedback on buyer needs, objections, competitors, and messaging.

Process & Performance

• Build and improve outbound playbooks, cadences, messaging, and prospecting processes.
• Maintain strong CRM hygiene and reporting discipline.
• Use data to identify funnel gaps and improve team productivity.
• Build a culture of ownership, performance, and continuous improvement.

Qualifications & Skills

• 8–12 years of experience in B2B sales development, inside sales, or outbound sales.
• Strong experience in US market outbound sales and cold calling.
• Proven experience leading and coaching BDR/SDR teams
• Track record of consistently achieving pipeline and meeting targets.
• Experience in B2B SaaS, HR Tech, Payroll, or Enterprise Technology preferred.
• Strong understanding of US buyer personas and outbound sales methodologies.
• Excellent communication, coaching, analytical, and stakeholder management skills.
• Hands-on experience with CRM and sales engagement tools such as Salesforce/HubSpot, Outreach, Salesloft,
• Apollo, and LinkedIn Sales Navigator.
• Comfortable working in US time zones / aligned working hours.