Licensing Sales Development Representative

Company Background

Founded in 1992, Mi-Case is the industry leader in fully integrated offender management software solutions, provides industry expertise and consulting within the Public Sector for Digital Transformation.

Mi-Case leverages a unique combination of technical, functional and industry specialization as well as partnerships with key software vendors to deliver maximum value add projects.

Position Summary

The Licensing SDR is the top-of-funnel engine for Mi-Case’s licensing sales motion, responsible for driving net-new pipeline across state departments of corrections and county agencies nationwide. Through proactive outbound prospecting including cold calls, strategic email outreach, LinkedIn engagement, and targeted research this individual identifies and qualifies decision-makers, books discovery meetings, and hands off qualified opportunities to the Account Executive.

This role requires a self-starter who thrives in outbound sales, manages a disciplined pipeline, and understands how to engage government buyers in a complex, long-cycle sales environment. Familiarity with Government or the Licensing space is a plus but not required.

Responsibilities

Outbound Prospecting

• Conduct high-volume outbound calls (30+ per day), strategic email campaigns, and LinkedIn outreach to target accounts.
• Build and maintain targeted prospect lists aligned to licensing opportunities using public procurement data, industry events, and market intelligence.
• Execute multi-touch sequencing and messaging designed to book qualified discovery meetings.
• Generate a minimum of 6 qualified opportunities per month that meet agreed-upon qualification criteria.
• Research target agencies to personalize outreach and identify pain points, contract expirations, and modernization initiatives.

Pipeline Management

• Maintain disciplined CRM hygiene with accurate contact records, notes, activity logs, and pipeline stages.
• Manage a rolling pipeline of early-stage prospects across multiple states and agencies.
• Track and report on key metrics including daily outreach volume, connect rates, conversion rates, and opportunity creation.
• Provide weekly pipeline reports and progress updates to Sales leadership.

Partnership with Sales Leadership

• Collaborate with the AE on account prioritization, territory strategy, and outreach cadence.
• Align messaging and target segments with company go-to-market strategy and active RFP opportunities.
• Participate in weekly pipeline reviews and strategy sessions.
• Coordinate with marketing on inbound lead follow-up when applicable.

Qualifications

Required Skills & Experience

• 1–3 years of outbound sales, SDR, or business development experience (SaaS or enterprise software preferred)
• Strong verbal and written communication skills with the ability to craft compelling outreach messaging
• Excellent time management, self-discipline, and ability to work independently in a remote, nationwide territory
• CRM proficiency (HubSpot, or similar) with strong data entry habits
• Experience with sales engagement tools
• High resilience, coachability, and comfort with high-volume rejection
• Ability to research and understand government procurement processes

Preferred Qualifications

• Experience selling into government, Licensing technology markets
• Familiarity with state procurement cycles and RFP-driven sales
• Bachelor’s degree in business, marketing, or related field (or equivalent experience)

Core Competencies

• Technical Acumen – Ability to quickly master complex software products and translate technical capabilities into business value for diverse audiences.
• Results Orientation – Consistently delivers against sales targets and pipeline goals while maintaining high standards of quality and professionalism.
• Communication – Presents information clearly and persuasively in both written and verbal formats, adapting style and depth to the audience.
• Problem Solving – Evaluates customer challenges and develops creative, viable solutions that position Mi-Case as the preferred vendor.
• Collaboration – Works effectively across sales, product, and engineering teams to drive customer outcomes and contribute to organizational goals.
• Professional Development – Committed to continuous learning and staying current on industry trends, product updates, and competitive landscape.

Environmental and/or Physical Factors

• Remote work environment with informal dress code, unless attending career fairs or client-facing meetings.
• Extended periods working at a computer terminal.
• Regularly required to sit, use hands, talk, and hear. Occasionally required to walk and reach.
• Standard work hours are 8:00 AM to 5:00 PM in the employee's local time zone; extended hours or weekend work may occasionally be required to meet project deadlines.
• Minimal, occasional travel for industry events or team meeting.