Senior Sales Development Representative (SDR)
About jhana
jhana is an early-stage, seed-funded startup that builds intelligent practice tools for the law across research, drafting, and document management. At jhana.ai, we are transforming the legal industry with India’s first AI-driven Paralegal. Our product delivers critical legal insights through advanced AI, producing outputs like redlines, memos, and risk assessments to streamline workflows for legal teams. Recognized as the Best Legal Tech Startup in Asia and Oceania by ALITA, we are on a mission to empower professionals with technology that drives efficiency and excellence.
Position Overview
As a Senior Sales Development Representative (SDR) at jhana.ai, you will play a pivotal role in identifying, prospecting, and engaging with our ideal customer profiles (ICPs) to set up high-quality meetings and contribute to jhana.ai's growth. This role requires expertise in SaaS sales, ICP evaluation, and strategic prospecting. You will have the opportunity to define and refine SDR processes, mentor team members, and help scale the SDR team as demand grows. This position involves regular client interaction, both virtually and in-person, and requires travel. If you bring a strong foundation in SaaS sales, extensive SDR experience, and a knack for building scalable processes, we’d love to meet you!
The day-to-day
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Lead Generation and Prospecting: Conduct targeted outreach to engage ideal prospects within the legal and tech sectors; qualify potential clients based on established ICP criteria; and use multi-channel outreach (emails, calls, social media) to build a pipeline of qualified meetings.
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ICP Evaluation and Process Optimization: Work closely with sales leadership to refine and enhance ICP criteria based on customer insights and market feedback; develop effective messaging and outreach strategies tailored to each ICP.
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Process Development and Team Expansion: Design and implement scalable workflows and processes for the SDR team; coach, mentor, and support team members; partner with sales leadership to assess team needs and support expansion efforts as the business grows.
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Metrics and Performance Analysis: Track SDR KPIs and performance metrics, analyzing results to inform strategic adjustments; leverage data-driven insights to optimize conversion rates and increase pipeline effectiveness.
Qualifications & Skills
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Experience: 3-7 years as an SDR, ideally in a SaaS environment, with a proven record of meeting or exceeding lead generation and meeting setup targets.
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Strategic Prospecting: Advanced skills in identifying high-potential leads through channels like LinkedIn, industry publications, events, and specialized data sources.
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Communication and Persuasion: Excellent verbal and written communication skills, able to convey complex ideas clearly and persuasively to different personas.
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High Emotional Intelligence (EQ): Skilled in handling objections, building rapport, and adapting communication to match customer needs and personalities.
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Process Design and Optimization: Experienced in setting up, documenting, and continuously improving SDR workflows, including creating playbooks for lead qualification and handoff.
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Time Management and Organization: Strong organizational skills, with the ability to manage multiple tasks and prioritize effectively.
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Data-Driven Decision Making: Proficiency in tracking, analyzing, and leveraging SDR metrics to fine-tune strategies and drive results.
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CRM and Sales Tools Proficiency: Skilled in using CRMs (e.g., Salesforce, HubSpot) and sales engagement platforms (e.g., Outreach, SalesLoft) for pipeline management and outreach automation.
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Account-Based Marketing (ABM): Familiarity with ABM strategies and techniques, enabling tailored engagement with high-value accounts.
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Resilience and Adaptability: Ability to handle rejection constructively and adapt outreach strategies based on market feedback.
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Self-Motivation and Goal Orientation: Driven by targets, with a proactive attitude and dedication to refining sales techniques for both individual and team success.
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Coaching and Mentoring: Experience mentoring SDRs, with the ability to guide and support team development.
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Industry Awareness: Familiarity with trends, competitors, and challenges within legal tech or SaaS, demonstrating commitment to ongoing industry knowledge.
What We Offer
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Competitive salary and performance-based incentives
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Opportunity to work with an award-winning, high-growth legal tech startup
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Professional development support and career growth opportunities
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Health benefits and wellness programs
Miscellany
This role will start ASAP and requires in-person presence at our Bangalore HQ.
Come as you are: we are a diverse team constituted by members of different backgrounds in nationality, religion, caste, gender, and sexual orientation. We sincerely and wholeheartedly welcome diverse individuals.
If you’re passionate about sales, eager to shape and scale a team, and driven to make an impact in a fast-paced environment, we’d love to hear from you!