Basic Information
- Department: Alibaba Group
- Location: Sunnyvale, CA
- Degree: Bachelor
- Work Experience: 5 year
Job Description
About the Role We are building the outbound engine for Alibaba.com Local Seller Membership in North America. This is an AI native SDR role for someone who has already built and scaled an outbound motion at a modern B2B SaaS company and wants to repeat that success with the demand profile of the world’s largest B2B marketplace behind them. You will own the top of the funnel, including ICP definition, lead sourcing, AI assisted personalization, multi-channel sequencing, and handoff to AEs. You will act as a force multiplier by leveraging AI SDRs such as Nooks, 11x, Regie, Clay, AiSDR, Relevance, or similar to run 10x the volume of a traditional SDR while staying ruthlessly relevant.
What You’ll Own
- Generate qualified pipeline for the North America AE team — measured on SQLs, meetings held, and sourced pipeline dollars.
- Own and refine the ICP for Local Seller Membership: US-based SMB and mid-market manufacturers, wholesalers, distributors, D2C brands scaling into wholesale, and e-commerce sellers on Shopify / Amazon exploring export. Continuously re-segment based on win/loss data.
- Design and run AI-assisted outbound sequences across email, LinkedIn, and phone.
- Personalize at scale using Clay, OpenAI / Claude, and intent signals (Bombora, 6sense, G2, job postings, funding, web visits, Alibaba.com behavioral data).
- Operate AI SDR agents as a senior teammate — you set the prompt, the guardrails, the QA loop, and the escalation rules; you jump in personally for the top-tier accounts.
- Run the lead lifecycle — enrichment, dedupe, routing, SLA on inbound, re-engagement of closed-lost and no-decision accounts.
- Keep Salesforce / HubSpot clean.
- Drive pipeline reviews with AEs and leadership: what’s working, what’s not, which plays to double down on, and which to kill.
- Partner with marketing on demand gen campaigns, webinars, events, and content — make sure every MQL gets a fast, personalized follow-up.
The pay range for this position at commencement of employment is expected to be between $126,000/year and $234,000/year. However, base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If hired, employee will be in an "at-will position" and the Company reserves the right to modify base salary (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
Position Requirements
What You’ll Bring (Must-Have)
- 3–5 years of SDR / BDR experience at a high-growth B2B SaaS company (e.g., HubSpot, Shopify, Gong, Outreach, Salesloft, ZoomInfo, Apollo, Nooks, 11x, Clay, Klaviyo, Attentive, Gorgias) — or a modern B2B marketplace (Faire, Ankorstore, Handshake, ECRM, Thomasnet, Global Sources).
- Consistent track record of hitting and exceeding SQL / meeting / pipeline quota (100% in at least 2 of the last 3 years).
- Hands-on experience operating AI SDR tools — not just using them as email assistants, but owning the stack: Clay for data + enrichment, Nooks / 11x / AiSDR / Regie / Relevance AI for sequencing and agents, Apollo / ZoomInfo for data, Gong for listening, Salesforce / HubSpot for system of record.
- Strong grasp of ICP, TAM segmentation, and account scoring — you can build a tiered ICP (Tier 1/2/3), not just read one off a one-pager.
- Excellent written English. You can personalize a cold email in under 3 minutes, or prompt an AI to do it in 30 seconds and then edit it so it sounds human.
- Data-literate: fluent in SQL is a plus, but at minimum comfortable in spreadsheets, funnel metrics, and cohort analysis. You can tell the story of your funnel in numbers.
- High agency. You diagnose why reply rates dropped, you don’t wait for your manager to tell you.
Nice-to-Have
- Experience prospecting into manufacturers, wholesalers, distributors, or e-commerce operators.
- Built or scaled an outbound motion from 0 to 1 (first SDR hire, new segment, new geography, new product).
- Mandarin or Spanish proficiency.
- Previous experience managing or coaching junior SDRs, or contributing to SDR enablement content.
- Experience integrating AI SDR agents with CRM and marketing automation (e.g., Salesforce + HubSpot + Clay + Nooks).
