Sales Development Representative

Job Description: Sales Development Representative (SDR), North America

Location: Bengaluru

Shift: US Shift

About the Role

We are seeking a Senior Sales Development Representative (SDR) to lead the front end of our inbound funnel. In this role, you will make sure every lead from our marketing-led growth engine receives timely, professional engagement and is guided smoothly through the early stages of our customer journey.

This is not an entry-level role. We are looking for someone who has successfully performed the SDR function before, thrives in environments where processes are still evolving, and brings both the discipline to deliver results today and the initiative to shape how we work tomorrow.

The work is methodical. You will use AI every day to research accounts and draft outreach, and as volume grows you will help automate the parts of the job that start out manual.

Key Responsibilities

• Inbound Lead Management & SLA Compliance: Triage inbound leads, making sure the first touch goes out within the agreed SLA. The tighter the gap between a lead landing and our first email, the more likely we are to secure a meeting.
• AI-Assisted Research & Personalisation: Use AI to run rapid contextual research on each new lead, covering company size, business model, modality, and geography. Feed that research into our cadence engine, then review and edit what comes back so nothing generic reaches a prospect.
• Cadence Execution: Manage structured email and LinkedIn cadences against new leads through the initial conversion effort.
• Lead Nurturing: Run email and LinkedIn campaigns for leads that expressed interest but did not convert initially, maintaining consistent engagement over time without eroding trust in the brand.
• CRM Farming: Proactively mine Salesforce and HubSpot to identify dormant opportunities or stalled leads that can be reignited.
• CRM Data Quality: Own lead enrichment and accurate lifecycle stage tracking in Salesforce. Our reporting, our routing, and every hand-off to an Account Executive depend on this being right.
• Conversion Ownership: Consistently move MQLs into SALs and SQLs, with clean, context-rich hand-offs to Account Executives.
• Automation & Workflow Building: Much of this work starts out manual. As we scale, help build and improve the AI-centric workflows that reduce the manual load, particularly around research, drafting, and follow-up tracking.
• Messaging Quality Control: Hold the editorial line on outreach. If a campaign or cadence does not meet our messaging strategy, you have the authority to stop it.
• Process Building: Help refine lead scoring models, SLA definitions, cadences, and qualification criteria. Document and share playbooks as the function matures.
• Feedback Loop: Act as the connective tissue between Marketing and Sales, surfacing insights on lead quality, campaign resonance, and buyer objections.
• Tooling & Workflow Optimization: Influence how we use Salesforce, HubSpot, and engagement platforms, suggesting improvements to workflows, reporting, and automation.
• Mentorship & Modeling: Set the bar for responsiveness, quality of outreach, and professionalism. Provide informal guidance to junior SDRs as the team grows.

Qualifications

• 2 to 4+ years of SDR/BDR experience with a proven track record of success in inbound-heavy environments.
• Daily working use of AI tools for research, drafting, and summarization, with the judgment to know when the output is not good enough to send.
• Demonstrated ability to thrive in fast-moving, evolving environments where processes are still being shaped.
• Strong organizational skills with the ability to triage, prioritize, and respond to inbound leads within tight SLAs. Nothing slips through the cracks.
• Demonstrated expertise running cadences across email and LinkedIn, as well as nurturing long-tail leads.
• Critical tool proficiency: Salesforce (CRM), HubSpot (marketing automation), LinkedIn (prospecting and campaigns), and Microsoft Office (reporting and collaboration).
• Excellent communication skills, verbal and written, able to engage executives and technical buyers in a consultative manner. Writing carries most of the weight in this role.
• Detail-oriented and metrics-driven, with comfort working against weekly and monthly KPIs (response time, conversion rates, SQL generation).
• Bonus: Hands-on experience building automations or AI workflows, for example Salesforce Flow, HubSpot workflows, Zapier, n8n, or scripting.
• Bonus: Experience collaborating directly with Marketing and RevOps to improve funnel health.
• Committed to working US hours.

Ideal Candidate Persona

Senior Sales Development Representative (SDR)

We are looking for a Senior SDR to join our growing commercial team and take ownership of the first stage of our sales funnel. This is not a typical cold outbound role. Our strategy is marketing-led, and your focus will be on qualifying inbound leads, responding quickly, and converting interest into pipeline.

You will manage inbound leads from campaigns, events, and website conversions, making sure every lead gets a timely first touch. You will run structured email and LinkedIn cadences, nurture prospects that do not convert right away, and mine our CRM for opportunities to reignite. Beyond execution, you will also help shape how we work by refining cadences, tightening SLAs, and sharing feedback that strengthens the entire funnel.

AI is part of the daily workflow here, not a side project. You will use it to research each new lead in minutes and to draft outreach that sounds like it came from someone who did the homework, because you did. Much of the process starts out manual. As volume grows, we will need someone who can help automate it rather than wait for it to be automated for them.

We are looking for someone who has done this successfully before: disciplined, responsive, and comfortable in a fast-moving environment where processes are still being built. If you are excited to both generate pipeline and help shape how the SDR function scales, we would love to talk.

Tools you will use daily: Salesforce, HubSpot, LinkedIn, Microsoft Office, and the AI tools of your choice.

About Mareana

Mareana is working to modernize FDA-regulated pharma and biotech manufacturing. Our AI-powered SaaS platform rapidly integrates and organizes data from across the systems that run manufacturing, quality, and compliance, so the people responsible for those areas can make faster and better-informed decisions.

Having established a strong presence with large global enterprises, we are now expanding into the mid-size pharma segment, bringing the same technology to a broader set of manufacturers worldwide. We are actively targeting North America, Europe, and South Asia, where pharma and life sciences companies face increasing pressure to accelerate production, reduce risk, and comply with stringent regulations. Our product has been well received in the market, with customers appreciating how we handle complex challenges across manufacturing, quality, and compliance systems.

We are an ISO-certified company, SOC 2, and our workplace has been recognized as a Great Place to Work. A large part of our team consists of top minds from IITs and IIMs, combining deep technical expertise with strong business acumen.

Our clients include some of the world's leading pharma companies such as Johnson & Johnson, Merck, BMS, and Kenvue, which speaks to the trust the industry has shown Mareana.