Sales Development Representative, Mid-Market

SOVRA is a public procurement platform serving government agencies and suppliers across North America. The Sales Development Representative will build qualified buyer-side pipeline for the Mid-Market Account Executive team by researching prospects, conducting outbound campaigns, qualifying opportunities, and booking discovery meetings. The role also involves maintaining CRM data, refining outreach strategies, and collaborating with Sales and Marketing to support revenue growth.

Responsibilities:

• You build qualified pipeline across a defined territory, identifying and engaging prospective agencies through targeted account research and outbound outreach
• You create opportunities within both existing and net-new accounts, ensuring a consistent flow of meetings and pipeline throughout the quarter
• You continuously test and refine messaging, applying insights from prospect conversations to improve engagement and conversion rates
• You conduct discovery conversations that uncover business priorities, procurement challenges, and organizational goals, helping determine whether an opportunity is a strong fit for SOVRA
• You qualify opportunities effectively and schedule high-quality discovery meetings that help Account Executives advance the sales process
• You provide clear and actionable handoff context, ensuring Account Executives have a strong understanding of prospect needs, challenges, and priorities
• You partner closely with Sales and Marketing teams to improve outreach strategies, optimize messaging, and share market feedback
• You contribute to the development of scalable prospecting processes and outreach sequences that support continued growth across your territory
• You maintain accurate CRM data, manage prospect activity effectively, and ensure strong visibility into pipeline performance
• You consistently achieve activity, meeting generation, and pipeline creation goals while identifying opportunities to improve results

Requirements:

• 1-3 years of experience in a sales development, business development, or outbound prospecting role. You have experience generating pipeline through proactive outreach and know how to identify opportunities, engage prospects, and create meaningful sales conversations
• A hunter mindset with a passion for prospecting. You are energized by building relationships from scratch, opening doors into new accounts, and creating opportunities through persistence, creativity, and thoughtful outreach
• Excellent written and verbal communication skills. You can quickly build credibility with prospective customers, communicate value clearly, and tailor your message to different audiences and stakeholder groups
• Strong organization and time management skills. You are able to manage a high volume of accounts, opportunities, and follow-up activities while maintaining attention to detail and consistent execution
• Curiosity and a willingness to learn. You enjoy asking questions, understanding customer challenges, and continuously improving your sales approach through feedback and coaching
• Experience working with Salesforce or similar CRM platforms. You understand the importance of maintaining accurate account and activity data and using CRM tools to manage pipeline effectively
• A results-oriented and self-motivated approach. You thrive in a fast-paced, performance-driven environment and take ownership of your goals, activity, and outcomes
• Authorization to work in the United States. We are unable to provide employment sponsorship now or in the future
• Exposure to public sector, GovTech, or procurement-related industries. Familiarity with government agencies, public sector buying processes, or regulated purchasing environments is beneficial but not required
• Experience selling into organizations with multiple stakeholders. You understand how to build momentum across groups where purchasing decisions involve input from several individuals
• Experience developing and testing outbound prospecting strategies. Familiarity with creating messaging, refining outreach sequences, and improving engagement through experimentation and iteration is a plus
• Experience working in a high-growth SaaS environment. Comfortable operating in a dynamic setting where processes evolve, priorities shift, and adaptability is valued
• Located in the Southeast region of the United States. While this role is fully remote and open nationwide, proximity to the territory is a plus