Sales Development Manager

Job responsibilities:

• Lead and manage a team of 15 sales development reps supporting the US SMB segment and Middle East Enterprise segment, prospecting into ISVs and software product companies
• Recruit and hire A+ talent while running a consistent, fair, and scalable process, and coach team leads on interview best practices
• Coach the team on identifying high-potential ISV prospects, researching Clarion's value fit (software engineering services, product development partnerships), personalizing messaging to prospects, and generating high-quality new business meetings. You should feel confident doing the role of an SDR yourself
• Own day-to-day people management and development: shadowing and coaching on 1:1s and calls, mock role plays, delivering feedback, and developing SDR skills across a team of this size
• Drive accountability and development of the team daily and weekly to meet metrics, leadership, and development goals
• Inspect and drive the right mix of outbound and inbound activity across SMB (US) and Enterprise (Middle East) ISV prospecting to set meetings, tailoring strategy and messaging to each segment
• Drive accountability on inbound lead follow-up and ensure the team stays within compliance metrics (e.g., timeliness). Collaborate with Marketing to track results and align on goals
• Build and scale the ABM motion in partnership with marketing, focusing reps on the right target ISV accounts within the Enterprise (Middle East) segment
• Manage team performance and coverage effectively across the US shift, ensuring overlap with both US and Middle East business hours and strong handoffs where needed
• Proactively handle difficult conversations with empathy while driving accountability and keeping business goals in mind

Job Requirements:

• Background in IT services / software engineering services sales with 8–12 years of overall experience, including experience managing outbound/inbound SDR teams across SMB and Enterprise segments, ideally supporting US and/or Middle East markets
• Prior experience leading a team of 10+ reps, ideally in a US-shift or international IT services environment
• Working knowledge of lead management and outbound prospecting strategy, with an understanding of how motions differ across SMB and Enterprise segments
• Understanding of the ISV ecosystem and software product development lifecycle is highly valued
• Ability to thrive in a dynamic, high-pressure environment, and comfort working a US-aligned shift (5 PM – 2 AM IST) from the Pune office (3 days/week)
• Polished written and presentation skills, with a high degree of comfort engaging senior leadership (CTOs, VP Engineering, Product leaders)
• Proven skills in cold calling and email outreach
• Strong coaching skills at both the rep and team-lead level
• A strong track record of selling, and the ability to translate that skill set to early-in-career reps

Preferred Qualifications:

• Experience managing a team of 12–15+ SDRs/BDRs in a single function
• Background in IT services or software engineering outsourcing, with strong knowledge of the industry to lead and inspire the team
• Prior experience selling to ISVs or software product companies, engaging personas such as CTOs, CIOs, VP Engineering, Heads of Product, and other similar technical/product leadership roles
• Working knowledge of top-of-the-funnel sales processes and ABM strategy for Enterprise accounts
• Prior experience partnering with marketing teams on campaign-driven pipeline generation
• Exposure to Middle East market dynamics or Enterprise sales cycles is a plus