Role Description Guidebook is seeking a self-starting Sales Development Representative, who will have the freedom to be creative with one super-important goal: creating new sales opportunities. Based on the East Coast of the United States, with your manager based in London, you will be able to contribute and work closely with a truly global team. - You are a driven, hard working, and resilient hunter excited to generate opportunities for our sales team. - You manage the very start of the sales process and are driven not just to meet, but to exceed your goals. - You will be compensated quarterly on the number and value of qualified opportunities you generate. Qualifications - Experience in sales development/lead generation. - Coachable, with a genuine curiosity about learning new things and staying ahead of market and industry trends. - You are customer focused and consultative. - Bonus points if you have experience using a parallel dialer to make sales calls. Requirements - Resilient and not afraid of making phone calls as this role has a focus on phone outreach. - You have no fear of failure or rejection and are willing to try new things. - You enjoy speaking with people and getting them to open up. - Able to challenge people’s perspectives and create a compelling story for customers to rally around. - You are a team player. - You are able to travel and attend trade shows on Guidebook’s behalf. Benefits - 100% paid benefits: medical, dental, and vision. - Short term and long term disability. - Unlimited vacation time. - 401(k) program with matching benefit. - Stock options. - Awesome company culture and fun virtual hangouts. - MacBook and accessories to make you comfortable working from home. - Annual company retreats. Company Description Guidebook is an event software platform that helps universities and colleges build genuine connection across the entire student journey - from prospective student, to enrolled, to alumni. - We are a people business, not a technology business. - Our mission is human: helping students feel they belong. - Higher education is the heart of our strategy.

• Drive high-ticket sales of premium leadership and personal development programs • Develop and manage your own qualified lead pipeline • Execute consultative sales conversations and structured discovery calls • Market and leverage LinkedIn and digital platforms for lead generation and relationship building • Forecast revenue and track conversion metrics • Own your client acquisition strategy and performance outcomes • Operate independently while collaborating with a global remote team

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.