Sales Development Representative – Federal Practice

This is a fully remote position, open to applicants in United States.

📋 Description

• Generate and qualify initial meetings at enterprise accounts within the federal practice, targeting defense prime contractors, systems integrators, and security and autonomy companies that serve government end customers.

• Manage a specific target account list to gain access to desired organizations.

• Identify the program and funding sources, and then transition qualified meetings to the Director of Enterprise Sales.

• Engage in outbound activities directed at prime engineering organizations and commercial accounts serving government end customers.

• Map accounts and contacts, pinpoint buying centers and titles that control internally funded budgets, and keep these mappings updated in Salesforce.

• Research event attendees and exhibitors, scheduling meetings prior to travel.

• Conduct qualification calls to establish the program, buyer, and funding source, providing written handoffs to the receiving sellers.

• Follow up with previously dormant access sources, including past requests for information and contacts from industry days.

• Maintain Salesforce records by creating contacts and accounts, logging activities, adhering to stage discipline, and preventing duplicates.

• This position does not involve closing sales or performing capture; its primary output is qualified access.

⛳️ Requirements

• One to three years of experience in a sales development or business development representative role, meeting an activity or meeting quota, with quantifiable attainment metrics.

• Experience in outbound selling of technical services, as opposed to seat-based or license-based software.

• Ability to conduct independent research on accounts and contacts to create a named target map, rather than relying on a list provided by marketing.

• Strong written communication skills focused on account details; candidates should expect to be evaluated on their writing abilities.

• Consistent maintenance of CRM records, with a preference for Salesforce experience.

• A Bachelor’s degree in any field, or equivalent demonstrated experience in a quota-carrying outbound role.

• Familiarity with topics such as artificial intelligence, data engineering, or machine learning, sufficient for initiating conversations without solutions engineering support.

• Working knowledge of sequencing platforms, LinkedIn Sales Navigator, and contact-data services.

🏝️ Benefits

• Comprehensive health benefits package.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to promote work-life balance.

• Access to cutting-edge tools and technologies to enhance productivity.