About This Role
This role involves leading and managing a team of sales development representatives, focusing on prospecting into ISVs and software product companies across US SMB and Middle East Enterprise segments. The manager will be responsible for recruiting, coaching, and developing the team to generate high-quality new business meetings and drive accountability towards sales metrics.
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
- 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
- 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
Requirements
- Background in IT services / software engineering services sales with 8-12 years of overall experience
- 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
- Comfort working a US-aligned shift (5 PM
– 2 AM IST) from the Pune office (3 days/week)
