SDR Head

XEBO.ai · India

Job Description: Head of Sales Development (SDR) 

Location: Noida  

About Xebo.ai  

Xebo.ai is a series A funded company. We are an AI-powered customer experience and insights platform helping enterprises transform customer feedback, engagement, and analytics into actionable business intelligence. Our platform leverages AI, automation, and advanced analytics to deliver scalable enterprise solutions across industries. Founded in 2016–17 and headquartered in UAE, with operations spanning the UAE, USA, and India, Xebo.ai serves organizations across financial services, retail, healthcare, telecom, public sector, and B2B — from omni-channel survey creation and real-time sentiment analysis to its AI CX Assistant, XEBO, which automates insight generation and recommendations across CX, EX, Digital, and Brand research.  

We work with leading enterprise clients globally. Our platform's impact has been recognized by leading industry analysts — we've been named in the Gartner Magic Quadrant 2025 for VoC Platforms, positioned as a Leader in the 2025–2026 IDC MarketScape for Worldwide VoC Applications, and recognized by QKS Group (SPARK Matrix).  

Role Overview  

The Head of Sales Development will build, lead, and scale Xebo.ai's Sales Development function. This role owns outbound and inbound lead generation strategy, SDR team hiring and coaching, pipeline quality and velocity, and close alignment with Sales and Marketing leadership. The ideal candidate is a hands-on sales leader who can both design repeatable prospecting playbooks and personally coach a team of SDRs to hit and exceed pipeline targets.  

Key Responsibilities  

• Build, lead, and scale the SDR team — hiring, onboarding, training, and performance-managing individual contributors.  
• Own the outbound prospecting strategy across email, LinkedIn, cold calling, and other channels to generate qualified meetings and pipeline for Account Executives.  
• Define and continuously refine ideal customer profiles (ICPs), target account lists, and messaging in partnership with Marketing and Sales leadership.  
• Set, track, and report on SDR KPIs: activity volume, connect rates, meetings booked, SQLs, and pipeline-to-quota conversion.  
• Design and maintain SDR playbooks, call scripts, email sequences, and objection-handling frameworks.  
• Partner with Marketing to convert inbound leads (MQLs) into sales-qualified opportunities through timely, effective follow-up.  
• Own SDR tooling and tech stack — CRM hygiene, sales engagement platforms, intent data, and dialers — ensuring accurate pipeline reporting.  
• Coach SDRs 1:1 through call reviews, role-plays, and pipeline reviews; build a culture of accountability and continuous improvement.  
• Forecast pipeline generation and report performance to Sales leadership on a weekly/monthly cadence.  
• Collaborate with Revenue Operations to optimize territory design, lead routing, and compensation structures.  
• Identify and pilot new prospecting channels, tools, and outbound experiments to improve top-of-funnel efficiency.  

Required Qualifications  

• 7-10 years of experience in sales development or inbound/outbound sales, including at least 2-3 years leading or managing an SDR/BDR team, ideally in B2B SaaS.  
• Proven track record of building or scaling a sales development function and consistently hitting pipeline generation targets.  
• Strong command of outbound methodologies (e.g., account-based prospecting, multi-touch cadences) and modern sales engagement tools (e.g., Outreach, Salesloft, Apollo, HubSpot, Salesforce).  
• Excellent coaching, communication, and people-leadership skills; comfortable giving direct, actionable feedback.  
• Data-driven approach to pipeline management — comfortable owning KPIs, forecasting, and CRM reporting.  
• Bachelor's degree in business, marketing, or related field (or equivalent practical experience).  

Preferred Skills  

• Experience selling into CX, market research, HR-tech, or enterprise SaaS is a strong plus.  

Key Competencies  

• SDR Team Building & Leadership  
• Outbound & Inbound Sales Strategy  
• Pipeline Management & Forecasting  
• Sales Engagement Tools & CRM  
• Coaching & Performance Management  
• Cross-functional Collaboration (Marketing & RevOps) 
• Data-Driven Decision Making  

What We Offer  

• The opportunity to build and own a strategic function at a fast-growing, AI-native SaaS company.  
• A collaborative, high-ownership culture with direct exposure to senior sales and company leadership.  
• Competitive compensation aligned with experience, plus performance-based incentives.