Sales Development Representative

Role Overview

We are looking for a driven, high-energy Sales Development Representative (SDR) to fuel pipeline growth across India, based out of Delhi/NCR. This is a role for someone with a proven track record in sales development who brings a relentlessly positive, ‘make-it-happen’ attitude — the kind of person who leaves no stone unturned to open doors, create opportunities, and get meetings booked with the toughest-to-reach prospects.

• As the first point of contact for prospective customers, you will identify, engage, and qualify enterprise accounts, working closely with Sales Managers and Sales Engineers to build a strong, high-quality pipeline. You’ll target CIOs, CISOs, IT Directors, IAM leads, and procurement stakeholders across BFSI, government/PSU, IT/ITES, healthcare, and manufacturing sectors.

What We’re Really Looking For

Beyond the skills and experience, we are looking for someone who:

• Brings an infectiously positive attitude and treats every conversation, cold call, and rejection as a step closer to the next win.
• Takes full ownership and makes things happen — finding a way through obstacles rather than waiting for one.
• Leaves no stone unturned in researching accounts, chasing leads, and following up until they get an answer.
• Is self-driven, resilient, and thrives on targets, activity, and the momentum of a fast-moving sales floor.
• Sees prospecting not as a chore but as the craft that opens the door to a great career in enterprise sales.

Key Responsibilities

Pipeline Generation & Prospecting

• Generate qualified sales opportunities through proactive outbound prospecting — cold calls, personalized emails, LinkedIn outreach, and event follow-ups.
• Research and build target account lists across Delhi/NCR and North India, mapping key stakeholders (CISO, CIO, Head of IT Security, IAM/GRC teams).
• Respond promptly to inbound leads from website enquiries, webinars, campaigns, and partner referrals; qualify them using established frameworks (e.g., BANT/MEDDIC).
• Consistently achieve and exceed monthly/quarterly targets for qualified meetings booked and pipeline generated.

Qualification & Handoff

• Conduct discovery conversations to understand a prospect’s identity landscape — current IAM tools, pain points, compliance drivers, and buying timelines.
• Articulate OpenIAM’s value proposition clearly: a converged IAM platform (IGA + SSO + MFA + PAM + CIAM) with flexible deployment options.
• Schedule and coordinate qualified meetings and demos for Sales Managers and Sales Engineers, ensuring smooth handoff with complete context.

CRM Hygiene & Reporting

• Maintain accurate, up-to-date records of all prospecting activity, contacts, and opportunities in the CRM (e.g., HubSpot).
• Track outreach metrics (calls, emails, connects, meetings) and report progress against KPIs weekly.
• Be on top of market intelligence — competitor activity, pricing signals, and common objections.

Campaigns & Events

• Support marketing campaigns, webinars, and industry events (e.g., cybersecurity conferences in India) with pre-event outreach and post-event follow-up.
• Collaborate with channel partners and system integrators in the region to co-prospect into shared target accounts.