About the job:

Reports to: Marketing Director.

Team: Founding SDR pod you hire and lead 45 SDRs.

Location: Gurugram, India.

Type: Full-time player-coach.

Work Timing: USA based shift timing.

About Practice By Numbers:

Practice by Numbers (PbN) is a dental practice growth platform. We help dental practices turn their data into action combining analytics, patient communications, and AI-powered tools that work alongside the systems practices already run on, including Dentrix, Dentrix Ascend, Eaglesoft, and Open Dental.

The Role:

Were building our outbound sales development engine in-house, and youll build it from the ground up. This is a founding leadership role: first you stand up the system process, tooling, lists, scripts, and targets then you hire, ramp, and coach a pod of 45 SDRs who book qualified demos for our Account Executive team. Expect to be a player-coach early: carrying outreach and building pipeline yourself while you put the foundation in place. The program is deliberately sequenced process and infrastructure first, people second and reps are given a real ramp window to build pipeline before theyre held to full delivery. Youll own that plan end to end and report into the Marketing Director.

What Youll Do:

- Stand up the program: Define the ICP and segments, build the first target-account lists, and set up HubSpot pipeline, properties, dispositions, and sequences.

- Build the toolkit: Stand up the dialer, email, and Facebook/LinkedIn outreach stack and data sources; write the scripts, cadences, and objection playbook.

- Design the operating model: Set KPI targets and the weekly R/Y/G scorecard, design the comp plan, and agree the AE handoff SLA and qualification (SQL) definition.

- Hire and ramp the team: Recruit, onboard, certify, and ramp 45 SDRs against a phased plan.

- Run the rhythm: Lead daily standups, weekly pipeline reviews, coaching 1:1s, and call reviews / objection clinics.

- Own the numbers: Drive activity and conversion across the funnel; keep HubSpot the single source of truth with a weekly hygiene audit.

- Manage performance: Use the traffic-light framework to coach, recognize, and address performance fairly and on the numbers.

- Partner across the org: Work with Marketing on lists, content, and messaging, and with AEs on qualification and win/loss.

- Report up: Deliver a daily activity digest, a weekly scorecard, and a monthly business review to the Marketing Director.

What Success Looks Like (First 90 Days):

- Weeks 13 (Foundation & infrastructure): Tech stack live; ICP & lists loaded; sequences tested; scripts & comp approved; AE handoff SLA agreed.

- Weeks 46 (Hire & onboard): 45 SDRs hired, onboarded, and certified; first supervised dials live.

- Weeks 710 (Ramp & pipeline build): Reps hitting activity minimums; pipeline building; first demos held.

What Youll Need:

- 5+ years in sales development, including 2+ years managing or leading SDRs.

- Experience selling into the US market.

- B2B SaaS background; healthcare or dental experience is a strong plus.

- Track record building or scaling an outbound team from an early stage comfortable as a player-coach at the start.

- HubSpot fluency; data-driven, and you run a team from the scorecard.

- Strong coaching, hiring, and communication skills.

Bonus Points:

- Dental / healthcare or practice-software experience.

- Multi-channel outbound (phone + email + social) at scale.

- Experience designing SDR comp plans and scorecards.

The KPIs Youll Own:

Total demos held by the team, SDR-sourced pipeline and closed-won, cost per demo / per opportunity, funnel conversion (connect rate, pitch-to-demo, show rate), and pipeline coverage against the sales target.