Role Description Reporting to the SVP of Business Development, the SDR is the front end of our growth engine. You will generate qualified meetings for our sales team by combining high-quality outbound prospecting with fast, thoughtful follow-up on inbound interest. This role is built for an up-and-coming sales professional who wants to become an Account Executive. You will learn how DIB buyers evaluate managed security and compliance providers and how to run a disciplined outbound process that builds real pipeline. You'll work closely with Marketing and Operations – being a genuine team player matters here. What You'll Do - Prospect into targeted accounts across the Defense Industrial Base; identify the right stakeholders and create conversations. - Execute daily outbound activity across phone, email, and LinkedIn with disciplined follow-through; tailor messaging to the buyer, their operating context, and Rimstorm's service areas. - Qualify inbound leads and route them appropriately; respond quickly and professionally, and schedule next steps. - Book qualified meetings for Sales & Delivery Leaders and ensure clean handoffs – context, pain points, stakeholders, service areas, timing, and next steps. - Build and maintain accurate records in our CRM; keep activity, notes, and next steps current so forecasting and follow-up are reliable. - Partner with Marketing and Sales on webinar and conference follow-up; convert event interest into meetings. - Continuously improve: A/B test messaging, refine talk tracks and email copy, and push conversion rates forward. How Success Is Measured - Activity: Consistent daily outbound cadence across calls, emails, and LinkedIn – with strong connect rates and message quality. - Pipeline contribution: Qualified meetings set and accepted by Sales & Delivery Leaders; meeting-to-opportunity conversion trend. - Speed and rigor: Fast inbound response times; clean CRM hygiene and reliable handoffs. - Learning velocity: Ongoing improvement in messaging, objection handling, and conversion rates over time. Qualifications - 2+ years of experience in an SDR/BDR role, inside sales, recruiting, or another high-activity customer-facing role – with measurable results to point to. - Comfort with high-volume calling and rejection; you stay steady, keep your energy up, and work the process. - Strong written communication; you write concise, professional emails that earn replies. - Organized and metrics-driven; you track your work and respond well to coaching. - Basic proficiency with CRM and modern sales tools – or the demonstrated ability to learn them quickly. - Must be authorized to work and currently residing in the U.S. Requirements - Experience selling professional or managed services in a consultative B2B motion. - Exposure to or familiarity with the government contracting space. - Experience with HubSpot (preferred), Salesforce, Apollo, Outreach, Salesloft, LinkedIn Sales Navigator, or MS 365. - Familiarity with structured sales qualification frameworks (MEDDICC or similar). - Experience converting webinar or event leads into booked meetings. - Military experience is a plus. Benefits - Pay: $60,000 base + variable to $80,000 OTE. Why This Role at Rimstorm - Real impact: Rimstorm was recently acquired and is in high-growth, active investment mode – this role directly feeds our growth goals. - Strong market position: Rimstorm is a trusted partner to DIB clients across the country, with a strong reputation and clear differentiation. - Flexibility: We care about results. Get the job done and manage your time accordingly. - Clear growth path: Top performers grow into roles of increasing responsibility as we build out our go-to-market team. Equal Opportunity Rimstorm is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, veteran status, sexual orientation, gender identity or expression, or any other legally protected status.

Role Description Insurance is changing fast. The conversations that start pipeline happen earlier, smarter, and with more intent than ever before. We're looking for an SDR who wants to be at the front of that – working closely with our marketing team to turn demand into qualified opportunity. You'll be the bridge between marketing-generated demand and the sales team – running structured lead nurturing programs, qualifying inbound interest, and making sure no opportunity falls through the gap. We want to hear from you if you have two to three years of SaaS experience, ideally in insurance or financial technology, and you're comfortable building AI-powered outreach workflows as you are on a discovery call. Sapiens serves over 600 customers in more than 30 countries. You'll be selling with that depth behind you and working alongside a marketing team that generates real demand across a well-established brand. Responsibilities - Qualify and progress inbound leads generated through marketing campaigns, events, and content programs - Work closely with the marketing team on lead nurturing cadences – ensuring leads are engaged, segmented, and ready for sales handoff - Run omnichannel outreach sequences across email, phone, and social, aligned to active campaigns - Build and configure AI-powered workflows and sequences – automating personalization, prioritizing leads, and sharpening targeting at scale - Feed insight back to marketing on lead quality, objections, and market signals – helping sharpen targeting and messaging - Manage all lead data, activity, and pipeline progression within Salesforce and SalesLoft - Deliver well-qualified, well-briefed opportunities to the sales team – with context, not just a name - Hit quarterly and annual pipeline targets Qualifications - Two to three years of experience in SaaS sales or marketing-aligned SDR roles – ideally within insurance or financial technology - A proven track record at a cloud-native or Born-in-the-Cloud company - Genuine experience working alongside marketing functions: campaigns, lead scoring, or demand generation - Hands-on experience building and configuring AI-powered sales workflows – you know how to set up sequences, automate personalization, and use AI tooling to work faster and smarter, not just harder - Strong research and listening skills – you find the need before you pitch the solution - A structured, disciplined approach – and the initiative to plan and manage your own work without needing close oversight - The ability to report progress clearly and consistently on a weekly basis – tracking pipeline, activity, and outcomes - The confidence to take a no, learn from it, and come back sharper - Excellent interpersonal skills and the ability to thrive in an environment that moves quickly and rewards people who do too - Excellent English communication skills – written and spoken - A natural flair for forming working relationships in a remote environment Company Description At Sapiens, we are dedicated to building a diverse, equitable, and inclusive work environment. We believe that diverse perspectives, backgrounds, and experiences make us stronger and more innovative. We are committed to creating a culture where every individual is valued and can thrive regardless of their race, ethnicity, gender, age, sexual orientation, gender identity, religion, disability, or any other characteristic. Sapiens is an E-Verified & Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

• Collaborate with the sales teams to identify AVD opportunities and align with Microsoft's sales teams, channel partners, and direct customers. • Prospect with a focus on both inbound and outbound selling motions. • Achieve quarterly quota targets set by your leadership team. • Leverage sales engagement tools to generate pipeline via phone, emails, and social interactions. • Use a partnership selling approach to uncover, qualify, and create AVD and Nerdio opportunities. • Effectively communicate Nerdio's value proposition, capabilities, and benefits to potential customers. • Work closely with the sales team to develop and execute strategies to meet sales targets. • Juggle multiple leads simultaneously, maintaining organization and a positive outlook. • Coordinate with other departments to ensure customer needs and projects are delivered successfully. • Demonstrate integrity and follow through on commitments to ensure customer satisfaction. • Continuously learn and stay up-to-date with industry trends, product knowledge, and sales techniques.

• Monitor Qodana trial signups and product usage signals, and reach out to high-intent users and turn free usage into commercial conversations. • Run outbound campaigns via email, LinkedIn, and phone, targeting engineering leaders, DevOps managers, and platform teams. • Displace incumbents by positioning Qodana’s value clearly and credibly. • Own and close deals up to €5,000 ARR end to end, including proposals, objection handling, negotiation, and signature. • Hand off larger opportunities to account executives with full context and clear expansion signals. • Flag renewal risk and support smaller account renewals, staying close to adoption post-sale. • Represent Qodana at developer conferences and JetBrains events across Europe. • Translate what you hear in the market – what resonates, what doesn’t, where we’re losing – into sales strategy and messaging.