Key Responsibilities:
● Begin the Relationship: As the first point of contact for future Enterprise clients, you will
enthusiastically explain CleverTap’s vision, pinpoint opportunities, and generate
interest. Through lead-generation activities and cold-calling, you will prospect, educate,
qualify, and develop sales-ready leads and opportunities.
● Customer and Industry Knowledge: Customers are at the heart of everything we do. As
the first point of contact for future Enterprise clients, you will be building rapport
through strategic outreach and a well-rounded customer and industry knowledge.
Researching customers’ business and staying informed on industry trends will be keys to
your success.
● Collaborate with Team Members: You will collaborate with your team and Sales
Executives to pursue opportunities, recommend appropriate follow-up actions, and
schedule qualified meetings. Communicating via Zoom and Slack is critical to
maintaining a high-level of collaboration and clear communication within the team.
● Growth and Development: Our team has an aversion to complacency. We are always
looking to improve both individually and as a team. Being open to and implementing
feedback will be a critical success factor in this role and at CleverTap. As you become
more comfortable in the role, you will help evolve our demand generation strategy and
tactics.
In the first week, expect to:
● Onboard and integrate into CleverTap.
● Learn CleverTap’s model, our value proposition, and our story.
● Work with cross-functional teams to understand how you can utilize our incredible
global team to build client relationships and drive success.
● Learn the breadth of CleverTap’s impact on the world’s largest companies.
● Grasp the importance of the BDR function to the success of CleverTap.
● Understand our sales method and our selling process to set you up for success.
In the first month, expect to:
● Set MBOs Monthly Business Objectives with your manager & determine your ideal
career path at CleverTap (whether sales executive, marketing, or other).
● Complete our personalized sales training program, complete with mock calls, cold calls,
and role-play scenarios.
● Learn how to use Saleforce.com CRM, as well as other SaaS outreach tools (Outreach,
Zoominfo, SalesNavigator).
● Be integrated into your pod and partnered with Enterprise Sales Executives and GTMs
per management’s directive and be ready to start targeting strategic accounts.
● Learn the process for outreach, including calling, emailing, and LinkedIn messaging.
Implement an outreach process and hit 1-month objectives.
● Learn how to analyze industry drivers, business problems, and target buyers.
In the first three months, expect to:
● Become fully ramped into the BDR team.
● Uncover new opportunities and target accounts that result in revenue-generating
engagements for CleverTap.
● Hit call/email quotas and fully ramped objectives.
● Become proficient in using our SaaS tools.
● Learn how to maintain excellent data integrity in Salesforce.com.
In the first six months, expect to:
● Continuously hit fully ramped quotas and objectives.
● Assist with training and onboarding new BDRs.
● Build new and existing client relationships, expand CleverTap’s partnership with new
and existing. accounts, and continue to execute account plans.
● Suggest, implement and experiment with new lead and demand generation activities.
In the first year, expect to:
● Have built a portfolio of net new accounts from the strategic account list.
● Become a mentor to new members of the team, helping them learn about CleverTap,
our model, and how proper business development practices can improve relationships
and increase revenue.
● Continue to expand your portfolio of accounts, accelerate growth in existing accounts,
and use the full suite of capabilities CleverTap has to offer.
● Hit 100% of personal target monthly critical metrics and be promoted to Senior.
● Set MBOs with the manager for promotion to a closing role.
Key Requirements:
● Experience: At least 3 years of B2B sales experience, preferable in a SaaS-based product
company.
● Linguistic Mandate: Proficiency/Expert in Arabic speaking
● Knowledgeable: Broad understanding of business challenges encountered by enterprise
clients.
● Critical thinking: Critically think through the challenges clients face to create new
opportunities.
● Perseverance: Be relentless and push towards your goal.
● Passion: A sense of enthusiasm and ambition to succeed in this role, as it can be difficult
if you hate rejection.
● Curiosity: A desire to understand people, their problems, their companies, and
industries.
● Conscientiousness: What we’re doing is not a simple SaaS sale, but discussions may get
technical. Understanding sophisticated issues and explaining them to clients is
important.
● Motivated: Be highly motivated and continuously strive for personal and professional
improvement.
● Resourceful: Think about target accounts as your own business - we want self-starters
who are passionate about hunting for new accounts, and who thrive with the freedom
and accountability of leading their portion of the business.
● Proactive: Understand our mission and do the work required to drive us to that goal,
through following a process and also being creative.
● Communication: Communication is the lifeblood of relationships both internal and
external to CleverTap. Reflect excellent communication in all forms, across a wide
variety of personality types, roles, and geographies.
● Team: Nothing we do is done in isolation. Success depends on your ability to work as a
team both within CleverTap and within your client accounts.
● Ownership: Exhibit ownership of accounts, successes, and failures.
● Problem Solver: We are a distributed company so life throws in minor challenges
beyond the primary problems this role is meant to solve. Must have the ability to take
those in stride and persist despite setbacks.
● Priorities: The nature of this role requires that you understand the priorities and
timelines associated with each of your accounts and execute appropriately with those in
mind.
● You don’t take yourself too seriously; you have a sense of humor and are comfortable
with sarcasm. This position does sit on our Sales teams, after all.
Measures of Success:
● Qualified leads
● Funnel size
● Conversion rates
Reporting Relationship:
● Reporting to: Director - BDR
● Direct Reports: None
Key Competencies:
● Functional: Mobile marketing expertise, Martech understanding, Result oriented
● Behavioral: Problem Solving, Consultative selling, Communication and presentation
skills, Negotiation Skills
Why join us?
● Be a part of a global growth-stage startup
● Work in a fast-paced, dynamic environment where your contribution matters
● You are passionate about technology and its impact on the high growth mobile
technology space
● Innovate at scale, with learning opportunities
What is working at CleverTap like?
● Work, performance, and results are real sources of happiness in addition to the fun of
working with and celebrating success with an exceptionally talented team
● Accountability and driving outcomes is the key to success
● Your career here is limited by you and nothing else
● Teamwork trumps individual success
