Sales Development Specialist

Sales Development Representative:

About iCompaas

iCompaas is a leading compliance platform for SaaS businesses on cloud, helping organizations navigate certification lifecycles and regulatory requirements like SOC2 Type2, ISO27001, ISO42001 and GDPR, HIPAA, and DPDPA. We're seeking a strategic and results driven Sales Development Executive to spearhead our business development efforts. Position Overview

As a Senior Sales Development Executive, you will be responsible for driving revenue growth through strategic inbound and outbound prospecting, building a robust pipeline of qualified opportunities, and creating scalable lead generation processes. This position requires a hunter mentality with 1 to 3+ years of proven success in B2B sales development, particularly in SaaS, technology, and cybersecurity sectors.

Key Responsibilities :Strategic Outbound Prospecting

• Design and execute targeted account-based prospecting campaigns to penetrate key enterprise and mid-market accounts
• Identify and research high-value prospects across compliance-focused industries (healthcare, finance, technology, etc.)
• Develop and maintain a strategic target account list aligned with company growth objectives
• Utilize advanced prospecting techniques including multi-channel outreach (phone, email, LinkedIn, video)

Lead Generation & Qualification

• Generate a consistent pipeline of qualified opportunities through proactive outbound efforts
• Conduct in-depth discovery conversations to understand complex business challenges and compliance pain points
• Qualify leads using BANT/MEDDIC or similar frameworks, focusing on enterprise-level opportunities
• Achieve and exceed monthly/quarterly targets for qualified meetings, SQL generation, and pipeline contribution

Campaign Development & Execution

• Create and test personalized outreach sequences and messaging strategies
• Collaborate with marketing to develop targeted campaigns for specific verticals or use cases
• Analyze campaign performance and optimize strategies based on data-driven insights
• A/B test messaging, timing, and channels to improve conversion rates

CRM & Pipeline Management

• Maintain accurate and detailed records in HubSpot CRM with comprehensive prospect information
• Build and manage a healthy pipeline with consistent activity metrics and progression
• Track and report on key performance indicators (KPIs) including activity metrics, conversion rates, and pipeline velocity
• Ensure seamless handoff of qualified opportunities to Account Executives with detailed context

Collaboration & Enablement

• Partner closely with Account Executives to refine ideal customer profiles (ICP) and targeting criteria
• Provide market intelligence and competitive insights to sales and marketing teams
• Mentor and guide junior SDRs on outbound best practices and effective prospecting techniques
• Contribute to the development of sales playbooks, scripts, and enablement materials

Continuous Improvement

• Stay current on industry trends, compliance regulations, and competitive landscape
• Provide feedback on product positioning, messaging, and go-to-market strategies
• Identify opportunities to improve processes, tools, and methodologies
• Participate in ongoing training and professional development initiatives

Required QualificationsExperience

• 0-3 years of proven success as a Sales Development Representative, Business Development Representative, or similar role in B2B SaaS or technology
• Minimum 1 years of outbound prospecting experience with demonstrated track record of exceeding quotas
• Experience selling into compliance, security, IT, or related technical buying personas
• Proven success in complex B2B sales cycles with deal values of $50K+

Education

• Bachelor's degree in Business, Marketing, Communications, or related field (or equivalent experience)

Technical Skills

• Advanced proficiency in HubSpot CRM (1+ years preferred) or similar enterprise CRM platforms
• Experience with sales engagement platforms (Outreach, SalesLoft, Apollo, etc.)
• Proficiency with LinkedIn Sales Navigator and prospecting tools (ZoomInfo, Lusha, Cognism, etc.)
• Strong command of Microsoft Office Suite / Google Workspace
• Experience with data enrichment and sales intelligence tools

Core Competencies

• Exceptional verbal and written communication skills with ability to craft compelling, personalized messaging
• Strong business acumen and ability to understand technical concepts related to compliance, cloud security, and regulatory frameworks
• Consultative approach with excellent active listening and questioning skills
• Data-driven mindset with strong analytical and problem-solving abilities
• Self-motivated, highly organized, and able to thrive in a fast-paced, goal-oriented environment
• Proven ability to work independently and collaboratively across teams

Preferred Qualifications

• Familiarity with compliance frameworks (GDPR, HIPAA, SOC 2, ISO 27001, PCI-DSS, NIST)
• Experience in the compliance, cybersecurity, or cloud infrastructure sectors
• Knowledge of cloud computing platforms (AWS, Azure, GCP) and security solutions
• Previous experience in a leadership or mentorship capacity
• Additional language proficiency (particularly in regional languages for the Hyderabad market)

Personal Attributes

• Hunter mentality with entrepreneurial drive and competitive spirit
• Resilient and persistent with ability to handle rejection and maintain positive attitude
• Strategic thinker who can balance tactical execution with long-term planning
• Coachable and growth-oriented with commitment to continuous improvement
• High integrity and professionalism in all interactions
• Team player who celebrates collective success

Performance Metrics

• Number of qualified meetings/opportunities generated monthly
• Sales Qualified Leads (SQLs) conversion rate
• Pipeline contribution and influenced revenue
• Activity metrics (calls, emails, social touches)
• Quota attainment and goal achievement
• Lead-to-opportunity conversion rate

What We Offer

• Competitive Compensation: Attractive base salary + performance-based incentives and commission structure
• Professional Growth: Clear career progression path to Senior SDR, Team Lead, or Account Executive roles
• Comprehensive Benefits: PF, and other statutory benefits
• Learning & Development: Access to training, certifications (sales methodologies, compliance frameworks), and conferences
• Dynamic Work Environment: Collaborative culture with a passionate team driving innovation in compliance technology
• Modern Tools & Technology: Best-in-class sales technology stack
• Location: Hyderabad office(Work from Office ONLY Opportunity)

Equal Opportunity Employer

iCompaas is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.