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Veeam Software is seeking a Senior Sales Development Representative for the Named Commercial and Enterprise team in Mumbai. This is a strategic, high-impact role focused on top-of-funnel pipeline generation for large, complex enterprise accounts—not a volume seat.
You will own outbound pipeline generation for a defined list of enterprise and strategic accounts in partnership with Commercial and Enterprise Territory Managers. Your core responsibilities include:
• Building and maintaining detailed account plans: mapping organizational structures, identifying buying committees across infrastructure, security, and executive leadership, and tracking compelling events such as hypervisor migrations, cloud transformations, audits, breaches, compliance cycles, and renewals.
• Multi-threading deliberately across infrastructure and backup leads, IT Directors, VPs of Infrastructure, CIOs, and CISOs, articulating a distinct and relevant value proposition to each stakeholder.
• Running discovery conversations that surface metrics, decision criteria, decision processes, and champions, handing off qualified opportunities that Account Executives can effectively work.
• Designing and executing targeted, research-led outbound campaigns and account-based sequences built collaboratively with Marketing, moving away from generic cadences.
• Co-selling with channel partners, distributors, and service providers to open doors and accelerate enterprise account access.
• Maintaining rigorous Salesforce hygiene and providing accurate, honest forecasting on top-of-funnel contribution.
• Mentoring and coaching less experienced SDRs through call reviews, messaging feedback, and onboarding support; contributing to playbooks, sequences, and battlecards used across the wider team.
• Bringing competitive and market intelligence back into the business from live customer conversations.
• Consistently exceeding quarterly targets for qualified enterprise meetings and sourced pipeline value.
You will operate with real autonomy—building account plans, forming a point of view on opportunity, and bringing partners in at the right moment. You'll be a visible senior voice on the SDR team, expected to raise standards around you.
Veeam is the Data and AI Trust Company, headquartered in Seattle with offices in more than 30 countries, protecting over 550,000 customers worldwide. The company specializes in data resilience and data security posture management, built for the convergence of identity, data, security, and AI risk.
REQUIREMENTS:
• 3+ years in Sales Development, Business Development, or related roles, with at least 2 years of outbound prospecting into enterprise or large commercial accounts in B2B technology.
• Demonstrable record of exceeding pipeline and meeting targets in complex, long-cycle, multi-stakeholder sales, with specific examples.
• Confidence and credibility with senior technical and executive buyers, including CIO and CISO-level conversations.
• Working command of a qualification methodology such as MEDDIC, MEDDPICC, or Challenger, with the judgment to qualify out as rigorously as you qualify in.
• Strong account research and planning skills—you build a hypothesis before picking up the phone.
• Excellent written communication; your outreach reads as though a person wrote it to a specific human being.
• Advanced proficiency with Salesforce and data/intelligence tools (ZoomInfo, LinkedIn Sales Navigator).
• Technical literacy to hold substantive conversations about backup, recovery objectives, immutability, ransomware resilience, and cloud infrastructure, or clear capacity to develop this knowledge quickly.
BONUS SKILLS:
• Direct experience in data protection, backup and recovery, cyber resilience, virtualization, or cloud infrastructure.
• Experience selling with and through channel partners, MSPs, GSIs, or cloud service providers.
• Familiarity with enterprise compliance drivers such as DORA, NIS2, or sector-specific regulation.
• Experience mentoring, onboarding, or formally coaching other sellers.
• Additional language skills relevant to the territory.
