Licensing Sales Development Representative

Mi-Case is an industry leader in offender management software solutions, and they are seeking a Licensing Sales Development Representative to drive net-new pipeline across state departments of corrections and county agencies. The role involves proactive outbound prospecting, identifying decision-makers, and booking discovery meetings to support the sales team.

Responsibilities:

• Conduct high-volume outbound calls (30+ per day), strategic email campaigns, and LinkedIn outreach to target accounts
• Build and maintain targeted prospect lists aligned to licensing opportunities using public procurement data, industry events, and market intelligence
• Execute multi-touch sequencing and messaging designed to book qualified discovery meetings
• Generate a minimum of 6 qualified opportunities per month that meet agreed-upon qualification criteria
• Research target agencies to personalize outreach and identify pain points, contract expirations, and modernization initiatives
• Maintain disciplined CRM hygiene with accurate contact records, notes, activity logs, and pipeline stages
• Manage a rolling pipeline of early-stage prospects across multiple states and agencies
• Track and report on key metrics including daily outreach volume, connect rates, conversion rates, and opportunity creation
• Provide weekly pipeline reports and progress updates to Sales leadership
• Collaborate with the AE on account prioritization, territory strategy, and outreach cadence
• Align messaging and target segments with company go-to-market strategy and active RFP opportunities
• Participate in weekly pipeline reviews and strategy sessions
• Coordinate with marketing on inbound lead follow-up when applicable

Requirements:

• 1–3 years of outbound sales, SDR, or business development experience (SaaS or enterprise software preferred)
• Strong verbal and written communication skills with the ability to craft compelling outreach messaging
• Excellent time management, self-discipline, and ability to work independently in a remote, nationwide territory
• CRM proficiency (HubSpot, or similar) with strong data entry habits
• Experience with sales engagement tools
• High resilience, coachability, and comfort with high-volume rejection
• Ability to research and understand government procurement processes
• Experience selling into government, Licensing technology markets
• Familiarity with state procurement cycles and RFP-driven sales
• Bachelor's degree in business, marketing, or related field (or equivalent experience)