Associate Director - Sales Development - US

Keka HR; Bengaluru; On-site; INR 9,000,000 - 15,000,000; Full time

Job summary

Keka HR is seeking a Senior Manager for the US Region to lead the US SDR team, shape outbound prospecting, and collaborate with Sales Leadership to build a predictable pipeline. You will coach BDRs, align with Account Executives, Marketing, and RevOps, and drive multi-channel prospecting across priority accounts.

You will own targets for meetings, opportunities, and pipeline, while optimizing playbooks, messaging, and funnel performance.

Qualifications

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

Responsibilities

• Own outbound pipeline strategy and targets for US region.
• Coach and develop US BDRs; drive accountability for activity and pipeline.
• Collaborate with Account Executives, Marketing, and RevOps on ICP and handoffs.
• Develop outbound playbooks, cadences, and messaging; optimize funnel.
• Maintain CRM hygiene andpipeline reporting; drive process improvements.

Skills

B2B sales leadership

US outbound sales

Coaching SDR/BDR teams

Pipeline & target achievement

CRM & sales-engagement tools

Cross-functional collaboration

US time-zone readiness

Communication & stakeholder mgmt

Prospecting & multi-channel outreach

Tools

Salesforce/HubSpot

Outreach

Salesloft

Apollo

LinkedIn Sales Navigator

Job description

About Keka

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

About Keka

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.

Team Leadership

• 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.

Sales & Cross-Functional Collaboration

• 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.