Job Summary: Seeking a highly motivated Sales Development Representative. Principle activities will be using your creative juices to increase our Sales Qualified Leads in sales funnel. Ideal candidate must be highly determined and a great communicator. Job Description: Job Title: Sales Development Representative (SDR) & Sales Operations Location: Remote / Hybrid / Canton, OH Company: equivant Supervision, Corrections & Pretrial The Opportunity Are you a high-energy communicator with a knack for organization and a passion for technology? equivant is looking for a hybrid Sales Development Representative (SDR) & Sales Operations Specialist . This is a unique "dual-impact" role. One half of your time will be spent on the front lines, identifying and engaging with key decision-makers in the justice system. The other half will be spent "under the hood," optimizing our sales processes, managing our CRM data, and ensuring our sales engine runs at peak efficiency. Core Responsibilities 1. Lead Generation & Outreach (The Hunter) Strategic Prospecting: Identify and research new sales opportunities within pretrial, community supervision, and correctional agencies. Multi-Channel Engagement: Execute high-volume outbound outreach via cold calling, personalized emailing, and LinkedIn networking to book discovery meetings for Account Executives. Inbound Qualification: Who You Are The Communicator: You are fearless on the phone and a persuasive writer. You can navigate complex government hierarchies to find the right stakeholder. The Data Geek: You actually enjoy clean data. You find satisfaction in a well-organized CRM and a dashboard that tells a clear story. The Problem Solver: If a process is broken, you don't just complain—you find a tool or a workflow to fix it. The Mission-Driven Professional: You are interested in the justice system and want to help agencies use technology to improve community outcomes. Qualifications Experience: 1–3 years of experience in Sales Development, Lead Generation, or Sales Operations (SaaS experience preferred). Technical Skills: Proficiency in Salesforce or HubSpot is highly desired. Experience with AI-powered sales tools (for prospecting or data cleansing) is a major plus. Industry Knowledge: Familiarity with the government procurement process or the justice/corrections field is a plus, but not required—we will train the right person. Education: Bachelor’s degree in Business, Marketing, Criminal Justice, or a related field highly desired. What We Offer Career Pathing: This role is designed to grow. Depending on your performance and interest, you can pivot into a full Account Executive role or a dedicated Sales Operations leadership position. Incentive Structure: Competitive base salary plus a commission structure tied to both lead generation and operational milestones. Impact: You aren't just selling software; you're helping modernize the justice system. Worker Type: Regular Number of Openings Available: 1

• Proactively source and qualify US-based leads aligned with our ideal client profile • Build, launch, and manage outbound email campaigns using tools such as Instantly, Mailchimp, or similar platforms • Execute LinkedIn outreach and structured follow-up sequences • Conduct phone follow-ups with warm and engaged prospects • Book qualified discovery calls with founders and decision-makers • Clearly communicate our services, pricing, and value proposition • Manage prospects through the early and mid stages of the sales cycle • Handle objections professionally and support deal progression through to close • Maintain high standards of written and verbal communication appropriate for US-based clients • Maintain a clean and accurate sales pipeline using a CRM or internal tracker • Track outreach activity, response rates, conversions, and deal status • Provide weekly updates on pipeline health, activity levels, and expected signings • Ensure smooth handoff of signed clients to the operations team • Clearly document client scope, expectations, and timelines • Proactively flag risks, misalignment, or gaps in expectations.

• Lead and scale a team of 8–10 outbound SDRs, driving consistent pipeline generation • Develop and execute outbound strategy aligned to company growth targets • Coach SDRs on: • Prospecting fundamentals • Messaging and objection handling • Multi-threading and authority mapping • Stage progression from meeting booked → SQO • Hold the team accountable to daily activity, quality standards, and conversion metrics • Diagnose funnel bottlenecks quickly and implement actionable improvement plans • Partner cross-functionally with Sales, Marketing, and RevOps to optimize performance • Present team performance, pipeline health, and strategic insights to Senior Leadership • Build a culture of ownership, resilience, and continuous improvement

• Effectively manage inbound lead flow • Conduct high-level discovery conversations in target accounts • Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets • Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities • Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts • Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io • Manage, track, and report on all activities and results using Salesforce • Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager • Act as a mentor for new SDR hires in helping them navigate their key accounts