Sales Development Representative

Orvera AI; Pune District; On-site; INR 800,000 - 1,400,000; Full time

Job summary

Orvera AI is seeking a Business Development Representative to identify and engage high-value target accounts. You will map personas, understand business pains, and craft multi-channel outreach strategies.

Collaborate with sales leaders to penetrate strategic accounts, generate qualified opportunities, and drive early conversations with decision-makers. Requires 3–5 years in B2B SaaS sales and strong outbound discipline.

Qualifications

• 3–5 years of experience in B2B SaaS sales/BD/inside sales.
• Experience prospecting into mid-market or enterprise accounts.
• Strong outbound prospecting across calls, email, and LinkedIn.
• Ability to research accounts and identify stakeholders.
• Experience with account penetration, multi-threading, and stakeholder mapping.
• Consultative selling and discovery-led conversations.

Responsibilities

• Strategic account prospecting to fit ICP and high-potential use cases.
• Map personas and buying stakeholders; multi-thread across functions and seniority.
• Engage prospects via cold calls, personalized email, LinkedIn, and other channels.
• Develop account-specific outreach strategies rather than generic sequences.
• Generate qualified meetings and opportunities for the sales team.
• Collaborate with Account Executives and Marketing to refine ICP and outreach.

Skills

B2B SaaS sales

Outbound prospecting

Account mapping

Stakeholder engagement

CRM proficiency

Communication skills

Senior stakeholder dialogue

Tools

LinkedIn Sales Navigator

Apollo

ZoomInfo

HubSpot

Salesforce

Job description

As a Business Development Representative, you will be responsible for identifying, engaging, and creating opportunities within high-value target accounts.

This isn't a role focused purely on maximizing call volumes or sending large numbers of emails. We are looking for someone who can understand an account, identify the right business problems and stakeholders, map multiple personas, and build a thoughtful outreach strategy across channels.

You will work closely with the sales and leadership teams to penetrate strategic accounts, create conversations with decision-makers, and develop qualified opportunities for Orvera.

What you'll do

Strategic Account Prospecting

• Research and identify accountsthat fit Orvera's ICP and have a strong potential use case.
• Develop an understanding of an organization's business model, customerservice operations, technology landscape, growth priorities, and potential pain points.
• Identify the right personasand buying stakeholders within target accounts.
• Build account maps and identify opportunities to multi-threadacross functions and seniority levels.
• Prioritize accountsbased on potential business value, use-casefit, buying signals, and organizational context.
• Develop account-specific outreach strategies rather than relyingsolely on standardized sequences.
• Engage prospects through a combination of cold calls, personalized email, LinkedIn, and other relevant channels.
• Build relationships with multiplestakeholders within an account.
• Follow up intelligently based on prospectbehavior, business context,and previous interactions.
• Find creative ways to open doors within difficult-to-penetrate enterprise accounts.

Consultative Prospecting

• Lead conversations with curiosityand a business-problem-first mindset.
• Understand a prospect's currentprocesses, challenges, priorities, and desired outcomes.
• Ask thoughtful discovery questions rather than simplydelivering a productpitch.
• Identify whether Orvera's capabilities are relevant to the prospect's business problem.
• Clearly articulate relevant use cases and create enough value in the initial conversation to earn the next meeting.
• Generate qualified meetings and opportunities for the sales team.
• Own prospecting activity and pipeline creationagainst defined targets.
• Maintain a healthy pipelineof accounts and prospects acrossdifferent stages of engagement.
• Track and document prospectinteractions, account intelligence, qualification information, and next steps in the CRM.
• Continuously test and refinemessaging, channels, personas, and account strategies based on results.
• Work closely with AccountExecutives, Sales Leadership, and Marketing to refine ICP and prospecting strategies.
• Provide feedback on market response, objections, competitive positioning, and emerging use cases.
• Identify patterns across successful and unsuccessful outreach.
• Contribute to improving Orvera'soutbound playbooks, messaging, qualification frameworks, and account-selection methodology.

What we're looking for

Required

• 3–5 years of experience in B2B SaaS sales / business development / inside sales.
• Experience prospecting into mid-market or enterprise accounts.
• Strong experience with outbound prospecting across calls,email, and LinkedIn.
• Demonstrated abilityto research accountsand identify relevantstakeholders.
• Experience with account penetration, multi-threading, and stakeholder mapping.
• Strong understanding of consultative selling and discovery-led conversations.
• Ability to understand businessproblems and connectthem to relevanttechnology solutions.
• Strong written and verbalcommunication skills.
• Comfortable speakingwith senior stakeholders and business decision-makers.
• Experience workingwith CRM and sales intelligence/prospecting tools.
• Strong ownership, discipline, and ability to work againstpipeline/revenue-oriented targets.

Preferred

• Experience selling Conversational AI, ContactCenter AI, CustomerExperience technology, automation, or related SaaS solutions.
• Experience sellinginto healthcare,healthcare technology, BPO, contact centers, or other high-volume customer interaction environments.
• Experience with enterprise sales cycles and complex buying groups.
• Familiarity with tools such as LinkedInSales Navigator, Apollo,ZoomInfo, HubSpot, Salesforce, or equivalent platforms.

The kind of person who will succeed here

We're lookingfor someone who:

• Doesn't just ask \"Who can I call?\" but asks \"Which accounts should I be pursuing, why, and who inside them should I engage?\"
• Can turn limited information about an accountinto a thoughtful prospecting strategy.
• Is comfortable picking up the phoneand having a real businessconversation.
• Knows when to personalize and when to scale.
• Can identify the difference between a contact and a potential buyer/influencer.
• Thinks in terms of accounts and buyinggroups, not just individual leads.
• Is persistent without being repetitive.
• Can navigate multiple stakeholders and build relationships over time.
• Is curious about how businesses operateand naturally asks good questions.
• Is motivated by creatingopportunities, not simplycompleting activities.

What you'llbe measured on

Success in this role will be evaluated across:

• Qualified meetingsand pipeline generated
• Number and quality of engaged stakeholders within strategic accounts
• Quality of account and prospect research
• Effectiveness acrossoutbound channels
• Pipeline contribution and opportunity quality
• Consistency and discipline of CRM and prospecting execution