This role is open to candidates based in LATAM, Africa, and Eastern Europe. Please note that as this role supports U.S.-based clients, candidates must be available to work during U.S. business hours aligned with the client’s time zone. Our client is seeking a Sales Development Representative (SDR) to support lead generation and pipeline development within a fast-paced sales environment. This role is focused on outbound prospecting, qualifying potential clients, and ensuring a steady flow of opportunities for the sales team. The ideal candidate is proactive, results-driven, and experienced in managing outreach and follow-ups to support consistent pipeline growth. Location Fully Remote | 9 AM - 5 PM EST Role Overview The Sales Development Representative (SDR) will generate and qualify leads through outbound prospecting, including LinkedIn outreach and cold calling, while managing pipeline activity and booking qualified meetings. This role requires strong communication skills, organization, and the ability to consistently follow up and move prospects through the sales funnel. Key Responsibilities Lead Generation & Prospecting - Conduct outreach through LinkedIn and cold calling to generate new leads and build a qualified pipeline. - Identify potential clients and communicate value propositions to generate interest. - Use various tools and strategies to engage prospects and understand their needs. Cold Calling & Qualification - Initiate cold calls to engage prospects and assess interest. - Conduct needs analysis to determine qualification and readiness for the next stage of the sales process. Meeting Booking & Handoff - Schedule qualified meetings with potential clients and ensure smooth handoff to the sales team. - Maintain accuracy in scheduling and follow-ups to maximize meeting attendance. Pipeline Management & Follow-Ups - Maintain an organized pipeline, ensuring all leads are tracked and updated consistently. - Conduct timely follow-ups to move prospects through the sales funnel. - Use CRM tools to track outreach activity, lead status, and performance metrics. Collaboration with Sales Team - Work closely with the sales team to ensure smooth transitions of qualified leads. - Provide feedback on outreach strategies to improve conversion rates and pipeline quality. Qualifications Experience - 2+ years of experience in sales development, preferably within tech sales. - Proven experience in lead generation, cold calling, and LinkedIn outreach. Skills - Strong prospecting and lead identification skills. - Experience using LinkedIn Sales Navigator and similar outreach tools. - Strong communication and cold-calling abilities with the ability to engage and qualify prospects. - Proficiency in CRM tools for pipeline management and reporting. - Self-motivated and results-driven with the ability to meet sales targets. - Strong organizational skills with the ability to manage multiple leads and follow-ups. - Persistent approach with strong communication and negotiation abilities. What Success Looks Like - Consistent generation of qualified leads that build a strong and healthy pipeline. - Effective follow-ups that keep prospects engaged and progressing through the funnel. - Accurate and timely CRM updates and pipeline tracking. - Strong collaboration with the sales team, leading to improved conversion rates and smoother sales processes. Opportunity This role offers the opportunity to play a key role in driving pipeline growth through outbound prospecting and lead qualification. The person in this position will gain hands-on experience in sales development while working closely with the sales team, contributing directly to business growth in a fast-paced environment. Application Process: To be considered for this role these steps need to be followed: - Fill in the application form - Record a video showcasing your skill sets

• Qualify inbound and outbound leads effectively • Conduct first-touch and discovery calls to identify business pain points • Book high-quality meetings and ensure smooth handoff to AEs • Execute outbound campaigns across multiple channels • Experiment with messaging, sequences, and outreach strategies • Maintain strong CRM hygiene and follow-up discipline • Contribute to defining and improving outbound playbooks

• Execute high-volume outbound prospecting through calls, emails, and LinkedIn to engage state and local government agencies • Qualify inbound and outbound leads and convert them into booked meetings for Account Executives • Research target accounts and key contacts to build personalized, relevant outreach • Maintain accurate and up-to-date records of all activity and prospect data in HubSpot • Follow and contribute to established SDR playbooks, cadences, and messaging frameworks • Meet and exceed weekly and monthly targets for activity, meetings booked, and pipeline contribution • Collaborate closely with your SDR Manager and Account Executive partners to align on strategy and feedback • Continuously refine your outreach approach based on data, coaching, and market signals

• Build and lead an in-house SDR team of 5, with ownership over hiring, onboarding, and day-to-day development • Recruit top SDR talent and establish a repeatable hiring and ramp process as the organization grows • Design and execute outbound prospecting strategies targeting public sector agencies at the state and local level • Develop and refine SDR playbooks, cadences, and messaging frameworks from scratch • Drive consistent generation of qualified meetings and pipeline for Account Executives • Own performance metrics across activity, meetings booked, pipeline contribution, and conversion rates • Serve as the team's HubSpot power user managing sequences, reporting, and CRM hygiene standards • Partner with sales and marketing leadership on campaigns, events, and pipeline initiatives