Drip Capital: Interview Preparation For Sales Development Representative (SDR) Role

Drip Capital is a trade finance company focused on empowering small and medium-sized exporters and importers with fast, collateral-free working capital to participate in global commerce. Headquartered in Palo Alto with operations in India and Mexico, the company serves cross-border supply chains by combining data-driven underwriting with technology to make trade financing simpler and faster for SMEs.

Backed by investors such as Accel, Peak XV, Wing VC, Sequoia India, and Y Combinator, Drip Capital reports having facilitated over $7 billion in financing across more than 10,000 buyers and sellers. In a market where access to liquidity can be the difference between scaling and stalling, Drip’s model aims to close the financing gap for growing businesses.

This comprehensive guide provides essential insights into the Sales Development Representative (SDR) at Drip Capital, covering required skills, responsibilities, interview questions, and preparation strategies to help aspiring candidates succeed.

1. About the Sales Development Representative (SDR) Role

As an SDR at Drip Capital, you will be the front line of revenue generation-researching, identifying, and qualifying prospects across the US, Europe, and Canada through outbound channels such as cold calling, email campaigns, and social media outreach. You will own the early stages of the sales cycle: booking discovery meetings, articulating product value, and capturing prospect needs, while maintaining impeccable data hygiene in the CRM. Your outreach will be proactive and creative, designed to reach decision-makers efficiently and build a healthy, predictable pipeline.

Within the company’s commercial organization, the SDR partners closely with Account Executives, Marketing, and Strategy to convert market opportunities into qualified conversations that drive bookings and revenue. Operating in the US time zone from Drip’s Andheri (Mumbai) office, you’ll play a pivotal role in market development, relationship-building with new prospects, and strengthening existing accounts. The role is mission-critical because a consistent, well-qualified pipeline fuels growth in a competitive, high-velocity cross-border trade finance landscape.

2. Required Skills and Qualifications

Successful SDRs at Drip Capital combine exceptional communication with disciplined outbound execution, CRM rigor, and resilience. Below are the core qualifications and skills aligned to the role’s expectations and operating context.

Key Competencies

• Communication Skills: Excellent communication skills, both written and verbal.
• Relationship Building: Ability to establish and maintain strong relationships with new prospects and existing accounts.
• Proactivity & Creativity: Proactive in figuring out creative ways to reach out and smartly navigate to connect with decision-makers.
• Results-Driven: Proven track record of achieving and exceeding sales targets.

Technical Skills

• Outbound Prospecting: Experience in outbound presales, with the ability to generate leads independently through cold calling, email campaigns, and social media outreach.
• International Sales: Experience selling to US, Europe, and Canada clientele.
• CRM Management: Familiarity with CRM systems, such as Salesforce or Hubspot, and maintaining accurate records of prospect interactions.
• Client Engagement: Skill in scheduling meetings with clients to discuss product features, benefits, and value proposition.

3. Day-to-Day Responsibilities

Below are the typical daily and weekly activities for an SDR at Drip Capital, aligned to US shift timings (6:00 PM–3:00 AM) and the role’s outbound focus.

• Lead Generation and Prospecting: Identify and qualify potential clients through targeted outbound efforts, including cold calling, email campaigns, and social media outreach, to build a strong sales pipeline.
• Client Engagement and Meeting Scheduling: Schedule meetings with qualified prospects to discuss Drip Capital's product features, benefits, and value proposition, effectively communicating the company's offerings.
• Relationship Management and Client Satisfaction: Establish and maintain strong relationships with new prospects and existing accounts, ensuring all client needs are met and expectations are consistently exceeded.
• Creative Outreach and Navigation: Proactively figure out creative methods to reach out and smartly navigate organizational structures to get in touch with key decision-makers in target companies.
• CRM Management and Record Keeping: Maintain accurate and up-to-date records of all prospect interactions and activities in the Customer Relationship Management (CRM) system.

4. Key Competencies for Success

Beyond baseline qualifications, top-performing SDRs at Drip Capital excel at the following competencies that directly influence pipeline quality and revenue impact.

• Persistence with Professionalism: Consistently follows up across channels without being intrusive, maintaining a consultative tone.
• Business Acumen: Understands trade finance basics and SME cash-flow challenges to tailor outreach with relevant business outcomes.
• Objection Handling: Confidently addresses concerns on pricing, risk, and timing, converting skepticism into curiosity and next steps.
• Time-Zone Adaptability: Operates effectively in US hours from Mumbai, optimizing energy and productivity for peak connect rates.
• Data-Driven Mindset: Measures activities, tests messaging, and iterates based on conversion data to continuously improve results.

5. Common Interview Questions

This section provides a selection of common interview questions to help candidates prepare effectively for their Sales Development Representative (SDR) interview at Drip Capital.

6. Common Topics and Areas of Focus for Interview Preparation

To excel in your Sales Development Representative (SDR) role at Drip Capital, it’s essential to focus on the following areas. These topics highlight the key responsibilities and expectations, preparing you to discuss your skills and experiences in a way that aligns with Drip Capital objectives.

• Trade Finance Fundamentals: Understand how invoice, shipment, and working-capital cycles impact SME exporters and importers.
• Outbound Prospecting Mastery: Build sequences, craft value-led messaging, and optimize call/email strategies for US/EU/Canada.
• Qualification Frameworks: Use BANT or similar to assess fit, timing, and authority, ensuring high-quality meetings.
• CRM Discipline: Demonstrate how you maintain data accuracy, pipeline hygiene, and actionable reporting.
• Objection Handling and Storytelling: Prepare concise responses backed by outcomes, proof points, and customer-centric narratives.

7. Perks and Benefits of Working at Drip Capital

Drip Capital offers a comprehensive package of benefits to support the well-being, professional growth, and satisfaction of its employees. Here are some of the key perks you can expect

• Work-from-Office, Weekends Off: Monday–Friday office collaboration with Saturdays and Sundays off.
• US Market Exposure: Night-shift alignment enables direct access to North American prospects and decision-makers.
• Global Outlook: Opportunity to engage with teams and clients across India, Mexico, and the US/EU/Canada markets.
• Structured Sales Experience: Hands-on training in outbound prospecting, qualification, and CRM-driven workflows.
• Career Development: Build a strong foundation for progression into senior SDR or Account Executive pathways based on performance.

8. Conclusion

Drip Capital’s SDR role offers a high-impact entry point into cross-border trade finance, where disciplined outbound execution and sharp business acumen translate directly into revenue. To stand out, demonstrate your fluency in trade finance basics, your ability to reach and qualify decision-makers across US/EU/Canada, and your rigor with CRM, activity management, and follow-through.

The night-shift schedule from Mumbai provides a direct line to target markets and accelerates learning through real-time conversations. With thorough preparation, clear metrics, and customer-centric storytelling, you can showcase how you’ll build a predictable pipeline and elevate meeting quality-creating tangible value for both prospects and Drip Capital.

Tips for Interview Success:

• Lead with outcomes: Attach metrics to your stories-meetings booked, conversion rates, and pipeline influenced.
• Show market readiness: Explain how you adapt messaging, timing, and compliance for US/EU/Canada prospects.
• Demonstrate CRM rigor: Walk through your workflow for notes, tasks, stages, and reporting.
• Personalize your pitch: Tie Drip’s value to SME cash-flow pain points and decision-maker priorities.