GTM Research & Outbound Specialist

Alternative title: SDR — Research & Outbound

Bangalore (Hybrid) · Mid-level (1–3 years of B2B SaaS outbound and research) · Full-time

Why this role exists:

What we sell is technical. Who we sell to is specific: CFOs, CTOs, VPs of Engineering and infrastructure leaders at AWS-heavy technology businesses typically spending $50K+/month on cloud, with $100K+/month accounts forming our highest-priority tier. Generic outbound dies fast against this buyer. They get 200 messages a week. Ninety-eight of them are noise.

This role owns the full loop, not just the send: you find the right accounts, confirm they actually spend enough on AWS to matter, find the right person inside each one, write the message, and run the cadence. Nobody hands you a list. You build it, qualify it, and work it.

Cold calling is not the primary responsibility of this role. We have a dedicated calling motion, while you primarily own research and written outbound. You should still be comfortable speaking with prospects, joining discovery conversations, and occasionally testing a call when account context makes it useful. This is written outreach—email, LinkedIn DM, and sequenced cadences—built on signal-driven personalization, not templates.

About Opsolute:

Opsolute is an AWS cost intelligence platform. We help engineering and finance teams understand which customers are actually profitable after cloud costs and where spend is being wasted. We're a small founding team in Bangalore, in the market with our first paid customers, building toward Series A.

What you'll actually do:

Own pipeline creation, not just the send:

Run Sales Navigator searches against our ICP across software, fintech, SaaS, digital-native, and data/infrastructure businesses in India initially, followed by SEA and the Gulf.
Confirm AWS spend signals per account—job postings, tech stack detection, funding stage, and case-study mentions—and tier every account as Tier A ($100K+/month spend signal), Tier B ($30K–$100K/month), or Exclude.
Map the money owner (CFO/VP Finance/founder) and engineering champion (VP Engineering/Head of DevOps) per account using Clay and Apollo.
Mine adjacent “watering-hole” sources—customers of tools like Last9, SigNoz, and Facets.cloud—for warm-adjacent accounts.
Turn market feedback into GTM intelligence. Track recurring objections, language prospects use, competitor mentions, trigger events, and patterns across responding and non-responding accounts, and bring those insights into the weekly GTM review.

Then execute against it:

Run 60–80 active Tier A/B accounts at a time on a five-touch, 21-day cadence (email + LinkedIn).
Personalize every first touch using real signals—funding news, new hires, and tech adoption—not template-and-send.
Track every reply, meeting, and objection; bring the data to a weekly review.
Own the handoff cleanly: hand qualified opportunities to the enterprise sales owner/founder with complete account context, including why the account qualified, relevant signals, stakeholder map, outreach history, and observed pain.
Keep HubSpot properties current for every account you touch: tier, AWS-confirmed status, contact role, and lead source.

Tools you'll use day to day:

LinkedIn Sales Navigator Advanced · Clay (account/contact enrichment, signal-watch) · Apollo · Waalaxy (LinkedIn cadence) · HubSpot · Gmail with sequence tooling

If any of these are new to you, that's fine—we'll teach you. We'd rather hire for research instinct and writing craft than tool fluency on day one. Tools are leverage, not the job. We care more about how you think about accounts and buyers than how many automation tools you've used.

What success looks like:

First 30 days: Understand Opsolute, AWS/cloud economics, our ICP, and existing customers. Rebuild and validate the account-tiering methodology. Personally research and execute the first campaigns.
First 60 days: Independently maintain 60–80 deeply qualified active accounts, run written outreach, and demonstrate that the account-quality methodology is producing conversations with the intended personas. A meeting counts only when it is held with a relevant decision-maker or strong technical/economic stakeholder at an ICP account that clears our AWS-spend qualification criteria. No-shows, irrelevant personas, and companies that don't meet the cloud-spend bar don't count toward the target.
First 90 days: Sustainably create qualified meetings that progress into genuine discovery while maintaining the quality of the underlying account pool. Consistently generate qualified discovery opportunities at the correct account tier, demonstrate measurable improvement in messaging and account selection, and own the reporting and learning loop around written outbound.

Who you are:

You have 2–4 years in B2B SaaS outbound or SDR/research roles; you've done both list-building and the actual send, not just one half.
You're comfortable running Sales Navigator and an enrichment tool (Clay, Apollo, or similar) as part of your daily workflow—not something someone hands you.
You've written cold outreach that consistently generated meaningful responses or qualified meetings and can walk us through the targeting, message, numbers, and why you think it worked.
You can hold a technical conversation without faking depth; we'll teach you the AWS detail, and you bring the curiosity.
You write tight, specific copy and treat sales writing as a craft.
You're Bangalore-based or willing to relocate within 30 days.

You're not the right fit if:

You want research and outbound to be two different people's jobs. Here, they're one person's job.
You see outbound as a volume game. We work 60–80 accounts at a time with real qualification behind each one, not thousands with none.
You want to cold-call. We don't dial; that's a separate role on this team.
You'd rather inherit a finished playbook than help tighten one that's still being proven.
You want to be measured by emails sent, LinkedIn requests sent, or database size. We care about whether you identify the right companies, understand why they matter, reach the right people, and create conversations worth having.

The team you'll work with:

Sales lead: Runs the sales motion, owns the tiering rubric, and reviews your messages closely for the first 60 days.
Calling specialist: Owns cold calling and warm follow-up with people who've already responded to your outreach.
Founder: Closes Tier A accounts directly and sets pricing and positioning.
Engineering team: Builds what you sell; understanding their world is part of the job.

Opsolute

New Jobs

GTM Research & Outbound Specialist