About The Role

As the Associate Director / Director of Sales Development, you will be responsible for leading and executing our sales development strategy to drive qualified leads and opportunities for our Sales teams. You will play a pivotal role in building a high-performing team that will help us achieve our revenue targets while shaping the future of our sales strategy. This is a key leadership role with a focus on developing and implementing processes to optimize lead generation, pipeline management, and sales engagement.

Key Responsibilities

Sales Development Strategy & Leadership

Define and execute a comprehensive sales development strategy to generate qualified leads, enhance pipeline growth, and contribute to overall revenue goals.
Lead, mentor, and scale a high-performing team of Sales Development Representatives (SDRs), ensuring they meet and exceed monthly and quarterly targets.
Collaborate with Sales, Marketing, and Product teams to align sales development initiatives with broader business objectives and go-to-market strategies.

Performance Management & Optimization

Develop and monitor KPIs for SDRs to track performance, ensure consistent lead generation, and optimize outreach efforts.
Conduct regular one-on-one coaching sessions, performance reviews, and skill-building workshops to ensure team members are continuously growing and improving.
Leverage data and analytics to measure the effectiveness of sales development activities, adjusting strategies as needed to maximize results.

Pipeline & Lead Generation

Own the qualification process for inbound and outbound leads, ensuring the sales development team effectively targets the right accounts, engages prospects, and converts them into sales opportunities.
Design and implement innovative outreach campaigns (email, calls, social, events) to build and nurture relationships with key decision-makers.
Work closely with the Sales team to ensure smooth handoffs and collaboration between SDRs and Account Executives.

Technology & Tools Management

Manage the sales development tech stack (e.g., CRM, sales engagement tools, prospecting platforms) to streamline workflows and improve team productivity.
Continuously evaluate and implement best practices for lead generation, outreach, and qualification using data-driven insights.

Market & Industry Insight

Stay current on industry trends, competitive landscape, and emerging technologies to refine our sales development approach and target key accounts.
Represent the company at industry events, webinars, and conferences to expand our brand presence and generate new opportunities.

What are we looking for

Experience:

10+ years of experience in B2B sales or sales development, with at least 5 years in a leadership role managing SDR teams.
Proven track record of developing and executing successful sales development strategies that resulted in measurable business growth.
Experience working in a SaaS, technology, or enterprise sales environment is preferred.

Skills:

Excellent communication and stakeholder management across functions
Deep understanding of sales development, pipeline management, and metrics
Working knowledge of qualification frameworks (BANT, MEDDIC)
Strong focus on outbound strategy; ensures inbound hygiene
High emphasis on CRM adoption and hygiene (SFDC)
Proficiency in tools like Salesforce (SFDC) and Klenty
Focus on call quality and structured communication
Exposure to AI adoption and workflow integration
Presence in customer events and external engagement
Strong leadership and coaching; ability to drive high-performance teams

Measure Of Success

Sales ready meetings (SQLs)
Sales qualified opportunities (SALs, Regional)
Conversion rates (SAL to Deal)

Who will you report to: Head of Sales - East

About CleverTap

CleverTap is the world's leading AI-first, all-in-one customer engagement and retention platform, redefining how brands build lasting customer relationships in the Agentic era. Powered by its proprietary CleverAI Decisioning Engine and the Agentic Universe, CleverTap enables autonomous, real-time decision-making that helps organizations deliver 1:1 individualized experiences at scale while maximizing ROI.

Its unified platform brings together an AI-native Personalization Engine, automated Journey Orchestration, its proprietary Customer Data Platform TesseractDB, and deep customer and product analytics to power truly intelligent, self-optimizing engagement across channels including mobile, web, email, SMS, WhatsApp, and more. By seamlessly connecting data, insights, and activation, CleverTap ensures every interaction is contextual, coordinated, and conversion-driven.

Recognized as a Leader in the 2026 Gartner Magic Quadrant for Personalization Engines and a Strong Performer in The Forrester Wave, CleverTap is at the forefront of the shift from campaign-led marketing to agent-led growth. Trusted by more than 2,000 global brands including IKEA, Tesco, Burger King, Levi's, Decathlon, Domino's, 7-Eleven, Jio, Grab, Carousell, and Emirates NBD, CleverTap helps businesses drive measurable growth through meaningful, autonomous customer engagement.

Backed by Accel, Peak XV Partners, Tiger Global, CDPQ, and 360 One, CleverTap has 600+ employees across offices in the US, Europe, the Middle East, Asia, and LATAM.For more information, visit https://clevertap.com/ or follow us on Linkedin and X. Join us in shaping the future of engagement.

CleverTap is dedicated to establishing an inclusive culture that welcomes individuals from diverse backgrounds, encouraging them to contribute their unique perspectives to our workplace.

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