Lead Generation & Outreach: 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: Rapidly follow up with leads generated by Marketing (webinars, white papers, events) to qualify their needs and budget.
Value Messaging: Clearly articulate how equivant’s software solves specific pain points like caseload management, recidivism reduction, and data integrity.
Sales Operations & Enablement: Act as the primary administrator for Salesforce/HubSpot, ensuring data hygiene, lead routing, and accurate pipeline tracking.
Process Optimization: Identify friction points in the sales cycle and implement automated workflows to help the sales team move faster.
Reporting & Analytics: Build dashboards to track team KPIs, conversion rates, and sales velocity to provide leadership with actionable insights.
Tech Stack Management: Manage and optimize sales tools and ensure the team is trained on best practices.

1–3 years of experience in Sales Development, Lead Generation, or Sales Operations (SaaS experience preferred).
Proficiency in Salesforce or HubSpot is highly desired.
Experience with AI-powered sales tools (for prospecting or data cleansing) is a major plus.
Familiarity with the government procurement process or the justice/corrections field is a plus, but not required—we will train the right person.
Bachelor’s degree in Business, Marketing, Criminal Justice, or a related field highly desired.

Career Pathing: This role is designed to grow.
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.

Sales Development Representative

Key skills