Sales Development Representative (SDR)

We are seeking a highly motivated Strategic Sales Development Representative (SDR) to support our State and Local Government Sales Team. This role is responsible for developing prospecting strategies for multiple territories, identifying and qualifying new business opportunities and driving early stage pipeline creation across state and local law enforcement and public safety organizations in the United States.

This is a revenue generating role that requires independent management of personal processes, strong business acumen and the ability to navigate complex government organizations.
Key Responsibilities
Own and develop a defined prospecting plan for each of our 5 State and Local Territories in partnership with the State and Local Account Executives
Generate and qualify new sales opportunities while exercising independent judgment in prioritizing based on business needs
Manage advancement of opportunities through early stage pipeline development
Conduct outbound prospecting via email, phone, LinkedIn, and other channels
Research agencies, departments, and key stakeholders to identify relevant use cases
Schedule meetings and demos for State and Local Account Executives covering the United States
Maintain accurate activity tracking and pipeline data in Salesforce
Collaborate closely with Account Executives to develop targeted account strategies
Stay informed on public sector trends, procurement processes, and funding cycles
Additional duties and responsibilities as reasonably required by the employee's supervisor or CEO
Skills, Knowledge and Expertise
8+ years of enterprise software or SaaS customer success/account management with specific experience supporting the public sector (military/government/law enforcement/public safety)
Experience providing product support at the user level
Experience using CRM tools (ex: SFDC, Hubspot)
Well-organized and excellent time management abilities
Proven ability to collaborate and build strong relationships with customers
Exceptional oral and written communication skills and attention to detail
Passion for technology and public safety
Bachelor's degree or equivalent experience
Ability to travel within United States

Preferred Experience
Experience selling into or supporting State & Local Law Enforcement
Familiarity with procurement processes (RFPs, RFIs, contracts, etc.)
Experience with public sector technology
Understanding of compliance, privacy, or regulatory environments

Key Traits for Success
Self directed and proactive, with the ability to operate independently
Coachable and eager to learn
Resilient and persistent
Strategic thinker with strong research skills
Team-oriented with a collaborative & growth mindset