Sales Development Representative, Enterprise

SOVRA is a public procurement platform serving government agencies and suppliers across North America, helping public organizations operate more efficiently and transparently. The Sales Development Representative will generate qualified enterprise pipeline by researching and engaging public sector prospects, conducting consultative discovery, qualifying opportunities, partnering with Account Executives and Marketing, and managing pipeline development through CRM reporting and strategic outreach.

Responsibilities:

• You build qualified pipeline within complex enterprise accounts by identifying, researching, and engaging procurement leaders, department heads, and senior administrators across major cities, counties, and state agencies
• You develop strategic account engagement plans, building relationships across multiple stakeholders and creating opportunities within organizations that have long and often complex buying processes
• You help expand SOVRA's presence into new markets by generating opportunities within high-value accounts where we have limited or no existing footprint
• You lead consultative discovery conversations that uncover organizational priorities, stakeholder dynamics, procurement processes, and business challenges to determine strategic fit
• You qualify opportunities thoughtfully, ensuring Account Executives are engaging with organizations that demonstrate both buying potential and alignment with SOVRA's solutions
• You provide comprehensive handoff context, including stakeholder insights, organizational goals, current processes, and key factors influencing the opportunity
• You partner closely with Sales and Marketing to refine enterprise messaging, identify trends across target accounts, and share market insights that strengthen our go-to-market strategy
• You test, optimize, and scale outreach approaches based on prospect engagement and market feedback, helping establish repeatable best practices for enterprise pipeline generation
• You contribute to the development of strategic prospecting frameworks and account-based outreach motions that support continued expansion into complex public sector organizations
• You maintain a disciplined approach to account planning, stakeholder management, and CRM hygiene, ensuring accurate visibility into engagement activity and pipeline progression
• You consistently achieve engagement, meeting generation, and pipeline creation targets while balancing quality, account coverage, and long-term opportunity development
• You proactively identify patterns, market signals, and areas for improvement, using data and insights to refine prospecting strategies and increase account penetration

Requirements:

• • 2+ years of Sales Development experience with a proven track record of success. You have consistently generated qualified pipeline, booked discovery meetings, and contributed to revenue outcomes through outbound prospecting and account engagement
• • Experience prospecting into complex enterprise accounts with multiple stakeholders and buying influences. You know how to navigate large organizations, identify the right people, and build engagement strategies that create opportunities in accounts with long and often complex buying cycles
• • A strategic and consultative approach to prospecting. You balance research, personalization, and thoughtful outreach to create meaningful conversations and build credibility with senior decision-makers
• • Exceptional communication skills. You are articulate, concise, and confident in engaging with executive and senior-level stakeholders. You know how to tailor your message, build rapport quickly, and communicate value in a compelling way
• • Strong account planning, organization, and follow-through. You can manage multiple opportunities, stakeholder relationships, and long sales cycles while staying organized and maintaining attention to detail
• • Salesforce proficiency and SDR activity discipline. You have direct experience using Salesforce and sales engagement tools to track prospect interactions, document account intelligence, manage follow-up, and maintain accurate pipeline data
• • A growth mindset and genuine desire to learn. You are motivated to expand your sales expertise, take on increasing responsibility, and build a path toward an Account Executive or other revenue-generating role
• • Authorization to work in the United States. We are not able to sponsor work visas or transfers at this time
• • Exposure to public sector, GovTech, or procurement-focused sales environments. Familiarity with government agencies, public sector buying processes, or regulated purchasing environments is a plus, although we will help you learn about the market
• • Experience navigating complex buying processes. You have worked on opportunities involving procurement reviews, evaluation committees, or purchasing decisions that require alignment across multiple stakeholders
• • Experience building and refining outbound prospecting strategies. You have tested messaging, optimized sequences, and used data and prospect feedback to improve engagement and conversion rates
• • Experience selling in competitive markets. You know how to create interest, differentiate value, and win attention in environments where prospects are already familiar with established alternatives