Sales Development Representative

Ekanya; Mumbai; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Ekanya in Mumbai is seeking an experienced B2B outbound sales professional to drive SQLs and new business for data management and SaaS solutions.

You will prospect, qualify, and map target accounts using tools like LinkedIn Navigator, Apollo, and ZoomInfo, and collaborate with Sales and Marketing to execute GTM campaigns.

This role requires 5+ years of enterprise sales experience and strong research skills to articulate complex data use cases to business stakeholders.

Qualifications

• 5+ years in B2B outbound sales.
• Proven lead-gen and SQL targets.
• Experience selling Data Management or SaaS.
• Experience with mid-market/enterprise clients.
• Proficient with prospecting tools and CRMs.

Responsibilities

• Generate high-quality SQL opportunities via outbound prospecting.
• Build and manage prospect database via independent research.
• Conduct discovery calls to understand client requirements.
• Qualify prospects using need, fitment, urgency, and budget.
• Maintain a strong daily outreach cadence across calls, emails, and LinkedIn.
• Collaborate with Sales and Marketing to align with GTM campaigns.
• Track metrics and pipeline activity in the CRM.

Skills

B2B outbound sales

Lead generation

Sales development

Mid-market

SaaS sales

Prospecting tools

LinkedIn Navigator

CRM platforms

Research skills

Data use cases

Tools

LinkedIn Navigator

Apollo

ZoomInfo

Salesforce

HubSpot

Job description

Key Responsibilities

Outbound Prospecting

• Generate high-quality SQL opportunities through targeted outbound prospecting.
• Build and manage a prospect database through independent account and stakeholder research.

Discovery & Lead Qualification

• Conduct initial discovery calls to understand client requirements, particularly procurement and data-related challenges.
• Qualify prospects using structured criteria such as need, fitment, urgency, and budget.

Outreach Cadence & Targets

• Maintain a strong daily outreach cadence of approximately 100 activities across calls, emails, and LinkedIn outreach.
• Consistently deliver 4 qualified opportunities per month for Data Management solutions or 6 qualified leads per month for SaaS products.

CRM & Pipeline Management

• Track, measure, and report outreach metrics and pipeline activity accurately in the CRM.
• Maintain disciplined follow-up and ensure prospect information remains current and complete.

Sales & Marketing Collaboration

• Collaborate closely with Sales and Marketing teams to align prospecting activity with GTM priorities and campaigns.
• Share relevant prospect and market insights to support pipeline development.

Qualifications & Experience

Required

• 5+ years of experience in B2B outbound sales, Sales Development, or inside sales roles.
• Proven track record of meeting or exceeding lead-generation and SQL targets.
• Experience selling Data Management, ETL, Data Governance, or SaaS solutions.
• Exposure to mid-market or enterprise client segments.
• Hands-on experience with prospecting tools such as LinkedIn Sales Navigator, Apollo, ZoomInfo, or equivalent.
• Experience using CRM platforms such as Salesforce, HubSpot, or similar.
• Strong research skills to identify and map target accounts and stakeholders.
• Ability to understand and articulate technical or data-related use cases to business stakeholders.