Job Description: Sales Development Representative
(SDR)
Location: Bangalore
Experience: 36 years
Function: Sales / Revenue
Reporting to: Head of Business Development / Director Sales
About Mojro
Mojro is a logistics intelligence and optimization platform that helps enterprises plan, execute,
and optimize large-scale logistics operations. We work closely with supply chain, logistics, and
operations leaders to solve complex planning challenges and drive measurable cost and
efficiency improvements.
Role Overview
We are looking for a high-impact Sales Development Representative (SDR) to own the
top-of-the-funnel motion for Mojro. This role is critical to building a strong, qualified pipeline by
identifying the right accounts, engaging senior decision-makers, and working closely with
Marketing and Account Executives to convert interest into revenue.
The ideal candidate has a strong foundation in B2B lead generation, account-based selling, and
qualificationpreferably within logistics, supply chain, or enterprise SaaS environments.
Key Responsibilities
- ICP & Account Mapping
- Define and continuously refine Mojro's Ideal Customer Profile (ICP) in collaboration
with Sales and Marketing.
- Identify and map target accounts based on industry, scale, complexity of logistics
operations, and buying intent.
- Build detailed account maps including stakeholders, decision-makers, influencers, and
buying committees.
- Account Enrichment & Intelligence
- Enrich target accounts with relevant firmographic, technographic, and contact details.
- Develop account-level intelligence by researching:
Logistics and supply chain setup
Network complexity (plants, warehouses, distributors)
Current challenges, inefficiencies, or transformation initiatives
- Multi-Channel Outreach
- Execute personalized outreach across email, LinkedIn, and phone calls.
- Craft thoughtful, non-salesy, insight-driven messaging tailored to logistics and supply
chain leaders.
- Maintain consistent follow-ups and nurture accounts over time rather than relying on
one-off touches.
- Account-Based Marketing (ABM)
- Run account-based outreach campaigns for high-priority accounts in close
coordination with Marketing.
- Collaborate on targeted content, messaging, and plays for specific accounts or
segments.
- Ensure alignment between outbound efforts and marketing campaigns.
- Lead Qualification (MQL to SQL)
- Work closely with the Marketing team to review and qualify Marketing Qualified Leads
(MQLs).
- Conduct discovery conversations to assess:
Problem relevance
Buying intent and urgency
Stakeholder involvement
Budget and solution fit
- Convert qualified leads into Sales Qualified Leads (SQLs) with clear context and
documentation.
- Collaboration with Account Executives (AEs)
- Partner closely with AEs to validate lead quality and readiness.
- Pass on well-researched, context-rich leads to help AEs progress deals efficiently.
- Support AEs by providing additional account insights and stakeholder mapping during
the sales cycle.
- CRM & Reporting
- Maintain accurate and up-to-date records in the CRM.
- Track outreach activities, responses, and conversion metrics.
- Share regular insights on account engagement, objections, and market signals with the
broader sales team.
Required Skills & Experience
Must-Have
- Strong understanding of B2B lead generation and qualification frameworks.
- Hands-on experience with outbound and inbound sales motions.
- Establish a reliable outbound email setup (domains, mailboxes, deliverability) and design
targeted outbound campaigns aligned to defined personas.
- Ability to research accounts deeply and hold meaningful first conversations.
- Excellent written and verbal communication skills.
- Comfort working with CRM tools.
Preferred
- Prior experience generating leads within logistics, supply chain, transportation, or
enterprise operations.
- Experience engaging senior stakeholders such as Heads of Logistics, Supply Chain,
Operations, or Digital Transformation.
- Exposure to selling complex, high-value SaaS or enterprise solutions.
- Familiarity with account-based selling or ABM-led motions.
