Senior Sales Development Representative

About Increff

Increff builds merchandising and omnichannel supply-chain software - WMS, OMS, Store Fulfilment and Merchandising Software - for retail, fashion and lifestyle brands. 700+ brands including Adidas, Puma, Levi's, Lenskart, Raymond, Birkenstock and AJIO run on Increff across India, the Middle East, Southeast Asia, Africa and North America.

About the role

Outbound drives close to 39% of Increff's active pipeline, and Inside Sales owns the largest share of it. As a Senior SDR on the Inside Sales (Outbound) team you carry a quarterly opportunity quota for your region, build the account lists and contact databases yourself, run ABM and generic campaigns across email, LinkedIn and phone, screen every lead against Increff's ICP before a meeting is booked, and create qualified opportunities in Salesforce for the regional Sales Directors. You also own the lead-generation agencies that prospect on Increff's behalf. You are measured on qualified opportunities created - not on meeting volume.

You will report to the Head of Inside Sales and work closely with regional Sales Directors, Pre-Sales, Marketing and RevOps.

What you will do

• Own a regional opportunity quota. Carry a quarterly target for new opportunities created in your allocated region(s) - Indian Subcontinent, Middle East, Africa, Southeast Asia and North America - and report progress in the weekly lead-gen review.
• Build the quarterly account wishlist. Extract target accounts by region, revenue band, industry and buying intent using LinkedIn Sales Navigator, Demandbase and Apollo, then circulate the list to regional Sales Directors for account selection each quarter.
• Extract and verify your own database. Pull the buying committee from LinkedIn and Demandbase, enrich with Lusha, prioritise high-value contacts, and validate every email through ZeroBounce to keep bounce rates low.
• Run ABM and generic campaigns. Research each named account and write account-specific messaging for ABM; run generic sequences with A/B testing for broader ICP coverage. Work 7-9 step email sequences (Outplay), LinkedIn connection requests and InMails, and cold calls - tailored by product (WMS, OMS, Merchandising Software) and by region.
• Screen before you book. Complete the pre-meeting ICP checklist on every lead: sells physical goods to end consumers, in-ICP category (fashion, lifestyle, home, beauty, consumer electronics D2C), target-geography primary operations, 10,000+ orders a month or Rs. 1.5L+ MRR potential, and a contact with real buying influence. Confirm the primary fulfilment unit - each vs carton vs pallet - to route WMS 1.0 against WMS 2.0. Never infer throughput from revenue or SKU count.
• Route every lead honestly. Track A - book the discovery call. Track B - nurture against a dated revisit trigger (post-ERP go-live, budget cycle open, season). Track C - disqualify, tag ICP Mismatch and send a polite decline. Out-of-ICP leads do not get a meeting slot.
• Qualify and hand over cleanly. Run introduction and qualification calls, apply BANT / MEDDIC, capture the quantified pain, timeline, named decision-maker and a committed dated next step, then create the lead and opportunity in Salesforce with correct source, sub-source and fulfilment unit and assign it to the right Sales Director.
• Manage lead-generation agencies. Scout, evaluate and onboard agencies for your region, brief them on ICP and messaging, review their leads weekly, give quality feedback, and hold them to qualified opportunities created rather than meetings delivered.
• Keep the CRM honest. Salesforce is the single source of truth - accurate contacts, stages, notes and next steps. A stage advances only when the milestone has actually happened, never when it is merely promised.
• Nurture and re-target. Re-engage deferred and cold leads on their stated trigger date rather than a generic cadence, leading each touch with a relevant case study, product update or benchmark.
• Own your region's content. Maintain the sequences, case studies and testimonials used for outreach, learn the commercial and cultural nuances of your geography, and share what works with the rest of the SDR pod.
• Represent Increff externally. Attend industry events, conferences and prospect meetings, and partner with Marketing and Demand Gen so inbound and outbound chase the same ICP.
• Automate your own work. Build the templates, sequences and tooling that remove repeat effort, and mentor newer SDRs on the playbook.

Requirements

Must have

• 3-5 years of outbound inside sales / SDR / BDR experience in a fast-paced B2B or enterprise SaaS environment, with a demonstrable record against a quarterly quota of qualified opportunities.
• Hands-on ownership of a prospecting stack - LinkedIn Sales Navigator, Apollo, Demandbase, Lusha, ZeroBounce, Outplay or an equivalent sales-engagement tool - plus disciplined Salesforce hygiene.
• Practised in Account-Based Marketing: building named-account lists, mapping buying committees and writing account-specific messaging rather than templated blasts.
• A strong qualification instinct. Comfortable running BANT / MEDDIC, and equally comfortable disqualifying an out-of-ICP lead early instead of passing it on to Sales.
• Experience prospecting more than one geography - India plus Middle East, Africa, Southeast Asia or North America - and willingness to work UK / US shift overlap when the region requires it.
• Excellent written and spoken English, and the credibility to hold a conversation with CXOs as well as supply-chain, e-commerce, merchandising and IT leaders.
• A great listener with an inquisitive nature. Assertive, persuasive, competitive, able to work unsupervised, and detail-obsessed about CRM data.
• Degree in Engineering / BBA / BBM / B.Com / MBA preferred.

Good to have

• Sold into retail, fashion, lifestyle, D2C, or supply chain / warehousing / logistics technology.
• Experience managing external lead-generation or demand-generation agencies.
• Working knowledge of warehouse management, order management or merchandise planning concepts.