Sales Development Representative

The Role

We’re actively hiring Sales Development Representatives (SDRs) for a leading compliance software and services provider serving an increasingly important and under-penetrated market.

This is a great opportunity for an SDR who wants to sell into a market where prospects are receptive, conversations are meaningful, and you’re solving real business problems. Unlike many high-volume SDR environments, outreach here often leads to genuine conversations - cold calls can last 4+ minutes, voicemails are returned, and prospects are engaged in understanding how the solution can help their organization.

You’ll own a defined territory, build relationships with municipal prospects, and work closely with Account Executives to generate qualified opportunities. For the right person, there is also a clear path to grow into an AE or broader sales role as you develop.

Responsibilities

• Prospect across an assigned territory of approximately 2–4 states, depending on market size, with a focus on municipalities
• Generate and qualify new opportunities through strategic outbound prospecting
• Set qualified discovery meetings for Account Executives, with AEs owning the deeper discovery and solution presentation
• Lead problem-driven, consultative conversations that uncover prospect needs and challenges
• Consistently achieve daily and monthly activity and performance KPIs, including approximately 60 calls/day, 1 meeting/day, and 12 qualified meetings/month
• Follow structured outbound methodologies, including proven frameworks such as “bucket questions”
• Maintain accurate prospect and activity information within Salesforce and leverage tools such as Gong to continuously improve performance
• Partner closely with AEs to ensure a strong handoff and maximize conversion of qualified opportunities
• Continuously refine messaging, prospecting techniques, and call execution through coaching and feedback

Qualifications

• 1+ year of SDR/BDR experience, ideally within B2B SaaS or another consultative sales environment
• Experience selling into or prospecting organizations with multiple stakeholders is an asset
• Comfortable working with sales technology such as Salesforce and Gong
• Proven ability to thrive in a remote, self-directed environment
• Confident making outbound calls and comfortable having structured, consultative conversations with prospects
• Strong communication skills with the ability to ask thoughtful questions and uncover business challenges
• Coachable, adaptable, competitive, and motivated to continuously improve
• Ambitious and interested in developing toward an AE or other sales leadership opportunity