Create net-new demand within named segments/territories.
Convert prospects, MQL/engaged lead, SQL via structured qualification.
Produce high-quality discovery notes and stakeholder maps that enable Field Sales to advance quickly.
Maintain a clean, forecastable top-of-funnel with clear next steps and documented intent.
Own net-new account penetration through high-volume, multi-channel outbound (phone, email, digital).
Respond rapidly to inbound interest from new prospects, confirm intent and fit, and convert engagement into scheduled discovery calls, demos, or qualification meetings.
Lead structured discovery conversations and qualify consistently across Requirement, Funding, Acquisition Path, Timeline, and Stakeholders.
Set high-quality meetings that Field Sales will accept and that convert downstream. Deliver crisp Salesforce handoffs with discovery summary, pain points, required capabilities, procurement route, timeline, risks, and recommended next actions.
Maintain high-integrity Salesforce data and enforce disciplined follow-up cadences. Provide weekly top-of-funnel visibility; including activity, conversion rates, SQL yield, and blockers.

Requirements

A minimum of two years of inside sales/SDR/BDR experience in capital equipment or complex tech.
Proven record creating pipeline, booking demos, and supporting government buying cycles.
Salesforce and modern sequencing tools proficiency.
Excellent phone/email presence.
Ability to obtain site access/badging as needed.
Bachelor’s degree preferred.
5+ years of inside sales/SDR/BDR experience in capital equipment or complex tech preferred.
Preferred: Fed/DOW background and/or sales exposure; familiarity with public safety entities e.g., Law Enforcement, Fire/HazMat, Emergency Response, CBRN.

Benefits

The base pay offered may vary depending on several individualized factors, including market location, job-related skills, and experience.
This position may also be eligible to receive additional compensation, such as an annual incentive bonus, sales commission, or long-term incentives.
KPIs are measured monthly unless otherwise noted.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

inside salesSDRBDRpipeline creationbooking demosqualificationdiscovery conversationsdata managementconversion ratessales forecasting

Soft Skills

communicationorganizationalinterpersonalleadershipfollow-upattention to detailproblem-solvingadaptabilitynegotiationtime management

Certifications

Bachelor's degreesales certifications