Paridhi Gupta
Pune
Summary
Sales Development Leader with 5+ years in B2B SaaS (North America markets), including 2 years leading SDR teams. Proven track record in hiring, coaching, and scaling SDR performance to exceed pipeline and revenue targets.
Experienced in driving outbound strategy, improving conversion metrics, and building structured training programs that reduce ramp time and increase quota attainment.
Strong focus on CRM discipline, reporting, and process optimization to build predictable pipeline.
Overview
6
6
years of professional experience
Work History
Team Lead, Sales Development
Avalara
Pune
10.2023 - Current
- Led a team of SDRs driving outbound pipeline for US & Canada markets;
- Owned hiring, onboarding, and ramp-up of new SDRs, reducing ramp time by 30%.
- Implemented structured coaching cadence (1:1s, call reviews), improving rep performance by 50%.
- Drove lead-to-opportunity conversion improvement by 60% through refined messaging and targeting.
- Established KPI tracking across meetings booked, pipeline generated, and conversion rates.
- Partnered with marketing to improve lead quality and outbound campaigns.
- Built scalable playbooks for cold calling, email, and LinkedIn outreach.
- Ensured strong CRM hygiene and reporting discipline across the team.
Senior SDR
Avalara
Pune
07.2022 - 09.2023
- Setting up meetings and expansion of ESB and mid-market sales in US and Canadian market.
- Overachieved target every month by diligently cold calling and email marketing campaigns, converting leads and attaining 125% of monthly target.
- Consultative and solution-based selling using SPIN, BANT techniques and question-based selling.
- Booked 30 meetings per month consistently.
- Used CRM tools including Salesforce, ZoomInfo, Outreach, Gong, Salesloft, and LinkedIn Sales Navigator.
- Experienced in forecasting, funnel development, and end-to-end solution delivery.
- Collaborated extensively with clients and businesses across North America to deliver results quickly.
Sales Development Representative
Avalara
Pune
06.2020 - 06.2022
- SaaS sales of Tax Compliance Automation software to ESB/Mid-market level clients.
- Handled functional challenges of a pilot project while driving results.
- Managed meetings for US and Canada accounts with a focus on new client acquisition.
- Booked and scheduled up to 35 meetings per month using consultative discovery and pre-call research.
- Maintained a 95% conversion rate from meetings to sales.
- Applied SPIN and BANT techniques in all stages of the sales cycle.
- Met yearly target goals by 103% while keeping a stable conversion rate.
Education
MBA - Sales & Marketing
Balaji Institute of Technology and Management
Pune, India05-2020
Bachelor of Technology - Electrical, Electronics And Communications Engineering
Global Institute of Technology
Jaipur, India05-2017
Skills
- SDR Team Hiring & Onboarding
- Outbound Strategy & Pipeline Generation
- Coaching, Performance Management & Forecasting
- Conversion Funnel Optimization
- CRM Discipline (Salesforce, Outreach, Salesloft)
- Reporting & KPI Tracking (SQLs, Meetings, Pipeline)
- Sales Process Design & Playbooks
- Cross-functional Alignment (Marketing, AE, RevOps)
- Territory Planning & Segmentation
Timeline
Team Lead, Sales Development
Avalara
10.2023 - Current
Senior SDR
Avalara
07.2022 - 09.2023
Sales Development Representative
Avalara
06.2020 - 06.2022
MBA - Sales & Marketing
Balaji Institute of Technology and Management
Bachelor of Technology - Electrical, Electronics And Communications Engineering
Global Institute of Technology