Sales Development Representative — Chennai (Remote)
Location: Remote, but you must be based in Chennai. This role involves weekly in-person meetings at partner or client locations within Chennai, so candidates based outside Chennai will not be considered.
Department: Sales & Business Development Reports To: Chief of Growth Employment Type: Full-time Compensation: Up to ₹12 LPA fixed (based on your current compensation and interview performance) + performance incentives of up to ₹6 LPA (structure to be finalized)
About Kambaa
Kambaa is an AI-first digital transformation company and a Freshworks Gold & HubSpot Partner. We help fast-growing and enterprise clients across India and global markets implement, adopt, and scale leading SaaS and AI-led business solutions. We also collaborate with SaaS leaders such as Salesforce, Zoho, Make.com, Monday.com, Zendesk, WebEngage, Razorpay, Ozonetel, Shopify, MyOperator, Amazon, and Microsoft. Our client portfolio includes India's largest e-commerce platform, India's largest conglomerate, India's #1 jobs and career platform, India's largest intracity logistics provider, leading D2C brands, one of India's largest real estate companies, and the Government of Tamil Nadu.
AI-First Culture Every Kambaa employee is encouraged to become an AI-first professional, with hands-on exposure to intelligent workflows, copilots, and data-driven decision-making. We're looking for someone who has a solid understanding of AI, or is eager to learn, and wants to use AI to work smarter and sell better.
Role Snapshot
This role is built for someone who thrives on the outbound grind. The bulk of your time will go into lead generation and outreach: building target lists, running multi-channel prospecting (email, calls, LinkedIn), and booking qualified meetings. You'll also carry those conversations through discovery, proposal support, and deal closure, working closely with our Pre-Sales, Delivery, and Leadership teams.
Work Location & Model
- You must be based in Chennai. This is non-negotiable for this role.
- The role is remote day-to-day, but you'll be expected to attend weekly in-person meetings, either at Kambaa's partner locations or at client locations in Chennai.
- Candidates outside Chennai will not be considered, regardless of willingness to relocate later.
Key Responsibilities
Pipeline Generation & Outreach (majority of your time)
- Build and continuously refresh a target-account list across our SaaS partner ecosystem.
- Run high-volume, multi-channel outreach (email, cold calls, LinkedIn, events) to generate qualified leads.
- Log every lead and touchpoint in the CRM and on vendor portals to secure commission eligibility.
Discovery & Solution Positioning
- Schedule and run discovery meetings to capture business workflows and pain points.
- Bring in Pre-Sales/Solution Architects for detailed demos at the right stage.
- Assist in demo prep, ensuring client requirements are accurately captured.
Proposal & Pricing Management
- Prepare and issue proposals using pre-approved templates.
- Secure internal approvals before sending to clients.
Deal Negotiation & Closure
- Lead commercial discussions: pricing, discounting, contract terms.
- Drive negotiations through to signature.
Handoffs & Relationship Management
- Organize post-signature kickoffs with Delivery, Pre-Sales, and Technical teams.
- Attend selected client check-ins in Chennai to monitor relationship health.
- Identify upsell and cross-sell opportunities to grow existing accounts.
Requirements
Experience
- Minimum 2 years of professional experience in tech sales — SaaS or IT services.
- Proven track record of prospecting, cold outreach, and lead generation in a target-driven environment.
Communication Skills
- Strong spoken and written English is mandatory.
- Ability to hold structured, confident conversations with business stakeholders.
- Working knowledge of Tamil is a strong plus, given the client and partner base in Chennai.
Location
- Must currently reside in Chennai and be able to attend weekly in-person meetings there.
Sales & Product Aptitude
- Comfortable with high-volume outbound activity as the primary part of the role.
- Quick to learn multiple SaaS products (Freshworks, HubSpot, and more) and translate business needs into a pitch.
- CRM hygiene and disciplined follow-up.
Mindset
- High ownership, resilience, and comfort with rejection that comes with outbound sales.
- Team player, collaborative with Pre-Sales, Delivery, and Leadership.
Why This Role Is a Great Fit
- Multi-Product Exposure: Sell across our partner ecosystem — Freshworks, HubSpot, WebEngage, and more — giving you exposure to multiple industries and buyer personas rather than a single product pitch.
- End-to-End Deal Ownership: Own the customer journey from first outreach through closure, with incentives on both new business and future upsell/cross-sell.
- AI-First Selling: Use modern CRM, outreach, research, and automation tools to prospect smarter, not just harder.
- Direct Leadership Exposure: Work closely with Kambaa's leadership, with visibility into GTM strategy and partner-led growth.
Career Growth Path
- Year 0–1: Sales Development Representative — master multi-product outbound selling and consistently exceed quota.
- Year 1+: SDR Lead (high performers) — lead and coach a small pod of SDRs.
- Year 2–3: Two tracks for exceptional talent — Sales Manager (own team strategy and pipeline forecasting) or Technical Consultant (leverage product depth to run demos and advise clients).