Senior Manager-Sales Development, US

About Keka

Keka is India's #1 People Operations Platform, trusted by 10,000+ businesses to manage their HR, payroll, attendance, and performance processes. We are on a mission to make HR delightful — and we're looking for passionate people to help us scale that mission through world-class marketing.

Role Overview

As Senior Manager – US Region, you will lead Keka's US SDR team and own outbound pipeline generation. You will drive prospecting strategy, coach the team, improve conversion, and partner closely with Account Executives, Marketing, and Sales Leadership to build a consistent pipeline of qualified opportunities.

Pipeline & Outbound Strategy

1. Own team targets for qualified meetings, opportunities, and pipeline contribution.
2. Build and execute outbound strategies across priority accounts, segments, and buyer personas.
3. Drive multi-channel prospecting through cold calling, email, and LinkedIn.
4. Track funnel metrics and continuously improve connect, meeting, and conversion rates.
5. Lead strategic prospecting initiatives for high-value accounts.

Team Leadership

1. Manage, coach, and develop a team of US BDRs.
2. Set clear goals and drive accountability against activity and pipeline targets.
3. Conduct regular call reviews, role plays, pipeline reviews, and performance coaching.
4. Identify skill gaps and build development plans for team members.
5. Support hiring, onboarding, and ramp-up of new BDRs.

Sales & Cross-Functional Collaboration

1. Partner with Account Executives on ICP, target accounts, qualification, and opportunity handoffs.
2. Collaborate with Marketing on campaigns, events, intent signals, and outbound programs.
3. Work with Sales Leadership and RevOps on territory planning, reporting, forecasting, and process improvements.
4. Provide market feedback on buyer needs, objections, competitors, and messaging.

Process & Performance

1. Build and improve outbound playbooks, cadences, messaging, and prospecting processes.
2. Maintain strong CRM hygiene and reporting discipline.
3. Use data to identify funnel gaps and improve team productivity.
4. Build a culture of ownership, performance, and continuous improvement.

Qualifications & Skills

1. 8–12 years of experience in B2B sales development, inside sales, or outbound sales.
2. Strong experience in US market outbound sales and cold calling.
3. Proven experience leading and coaching BDR/SDR teams
4. Track record of consistently achieving pipeline and meeting targets.
5. Experience in B2B SaaS, HR Tech, Payroll, or Enterprise Technology preferred.
6. Strong understanding of US buyer personas and outbound sales methodologies.
7. Excellent communication, coaching, analytical, and stakeholder management skills.
8. Hands-on experience with CRM and sales engagement tools such as Salesforce/HubSpot, Outreach, Salesloft,
9. Apollo, and LinkedIn Sales Navigator.
10. Comfortable working in US time zones / aligned working hours.