About the role
The Sales Development Representative (SDR) is responsible for engaging with a pre-identified list of government accounts to generate qualified pipeline for the sales team. This role focuses on building meaningful connections with key personas—HR, Finance, Administrative, and Gatekeepers—through targeted outreach strategies. Successful candidates take a structured approach to prospecting, consistently sourcing qualified opportunities that convert to revenue. They proactively collaborate with Account Executives and internal teams to drive engagement, maintain momentum in long sales cycles through relationship-building, and ensure high-quality handoffs of opportunities to AEs.
What you'll do
- Pipeline Generation
- Execute targeted outreach to engage key personas (HR, Finance, Administrative, and Gatekeepers) and build rapport by understanding their roles, challenges and priorities
- Utilize multi-threaded approaches to connect with multiple stakeholders and uncover pain points.
- Schedule and qualify meetings with decision-makers while maintaining consistent follow-up.
- Nurture prospects throughout the long government sales cycle to drive a strong, qualified pipeline.
- Collaboration and Teamwork
- Partner with Account Executives on prospecting strategy and execution in your region
- Provide feedback and insights to marketing to improve messaging and campaigns for target accounts.
- Actively participate in team meetings, sharing strategies and best practices for engaging government personas.
- Process and Tools
- Use Salesloft, Salesforce and other sales tools to track activities, manage contacts, and report progress effectively.
- Maintain organized notes and updates on account activity to support a collaborative sales process.
- Follow the structured outreach cadence and maintain accurate records of touchpoints.
Qualifications
- Goal-oriented, self-motivated, and team-focused
- Bachelor's Degree required; post-graduate degree is a plus
- Minimum 1 year of sales experience (B2B/B2G sales experience preferred)
- Strong business acumen, communication, and presentation skills
- Ability to multi-task, prioritize, and manage time effectively
- Strong interpersonal skills with the ability to engage prospects and key stakeholders
- Tech-savvy and adaptable to evolving sales tools and processes