Sales Development Representative

Location: United States, Remote

A note on length: this posting is intentionally longer than most. That is deliberate. It gives you a realistic preview of the role and clear guidance on how to present your application, so we suggest reading it in full.

About SOVRA

SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America. Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve.

What makes SOVRA unique is our deep focus on the public sector. Our solutions are purpose-built to solve real, complex procurement challenges, balancing compliance with usability and innovation. That commitment has been recognized with the Achievement of Excellence in Procurement (AEP) Certification from the National Procurement Institute, reflecting our high standards and impact on the market.

At SOVRA, the work you do matters. Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people. We're a growing, mission-driven company where smart, curious people come together to build technology that serves the public good.

Learn more at sovra.com.

About the job

We are building a high impact, fast growing sales team and are looking for a driven Sales Development Representative to join our Mid-Market Buyer team. SOVRA partners with government agencies across the United States, including cities, counties, school districts, and state agencies that use our platform to manage purchasing and procurement. As we continue to expand our presence nationwide, we are investing in building a scalable pipeline generation engine to support continued growth across the Mid-Market segment.

This SDR role exists to build qualified buyer side pipeline for the AE team. You'll own prospecting across a defined territory, identifying and engaging potential customers, executing outbound campaigns, qualifying opportunities, and booking discovery meetings that create new revenue opportunities for the business. Working closely with Account Executives, you'll play a key role in expanding our reach, developing relationships with prospective agencies, and helping convert market interest into active sales conversations.

This is an ideal opportunity for an ambitious SDR looking to accelerate their career in sales. You'll gain hands on experience in a growing public sector market, develop expertise in consultative prospecting, and build the skills needed to progress into a closing role while making a direct impact on revenue growth.

What will your main responsibilities look like?

Pipeline Generation

· You build qualified pipeline across your territory through targeted account research and outbound campaigns.

· You generate opportunities in both existing and new logo accounts, maintaining consistent meeting and pipeline coverage throughout the quarter.

· You test and refine messaging and sequences, applying insights from prospect conversations to improve response and conversion rates.

Discovery & Qualification

· You lead discovery conversations that uncover business priorities, procurement challenges, and organizational goals to assess fit with SOVRA.

· You qualify opportunities rigorously and book high quality discovery meetings that advance the sales cycle for Account Executives.

· You deliver clear handoff context so Account Executives enter each meeting with a full understanding of prospect needs and priorities.

Sales & Marketing Alignment

· You partner with Sales and Marketing to sharpen outreach strategy and messaging, sharing market feedback from the field.

· You contribute to scalable prospecting processes and outreach sequences that support growth across the segment.

Pipeline Management & Reporting

· You maintain accurate CRM data and activity records, giving leadership clear visibility into pipeline health and performance.

· You meet your activity, meeting generation, and pipeline creation commitments while identifying ways to improve conversion.

What will you bring to this role?

· Sales development track record: you have 1 to 3 years in sales development, business development, or outbound prospecting, with a consistent record of generating pipeline and booking qualified meetings.

· Outbound prospecting expertise: you open new accounts through persistent, well researched outreach and build relationships with prospects from first contact.

· Consultative communication: you build credibility with prospects quickly, articulate value clearly, and tailor your messaging to different stakeholder groups.

· Pipeline and CRM management: you manage a high volume of accounts, opportunities, and follow up with precision, keeping Salesforce or a similar CRM accurate and current.

· Results ownership: you take ownership of your activity and outcomes, perform against clear goals, and refine your approach through feedback and coaching.

· Authorization to work in the US: we are not able to sponsor work visas or transfers at this time.

What are the assets that would make you stand out?

· Public sector experience: you have sold into government, GovTech, or procurement and understand public sector buying processes or regulated purchasing. Candidates without this background are equally encouraged to apply.

· Buying committee experience: you have built momentum within organizations where purchasing decisions involve several stakeholders.

· Outbound strategy development: you have built and tested messaging and sequences, improving engagement through structured experimentation.

· Growth stage SaaS experience: you have sold within a growing SaaS company where processes evolve and priorities shift.

You should apply if

· You want to sell a platform that helps public agencies deliver better outcomes for the communities they serve.

· You are motivated by opening new markets and turning first conversations into qualified pipeline.

· You are building toward a closing role and want to sharpen your consultative selling in a growing public sector market.

What we look for in applications

We review every application individually and on its own merits rather than screening for keywords. The strongest applications are specific: the accounts or segments you prospected, the outreach strategies you ran, and the results, such as meetings booked, pipeline generated, or conversion rates, with numbers wherever you have them. When you name a tool, note briefly how you used it. Specific detail about your own performance tells us far more than a general summary of responsibilities.

What does success look like?

· By 3 months: you have a strong command of your territory, buyer personas, and the public sector landscape, and your prospecting strategy is generating qualified meetings for Account Executives.

· By 6 months: you are a trusted pipeline partner to Account Executives, delivering qualified opportunities consistently, with a well organized Salesforce pipeline and insights that shape outreach strategy.

· By 12 months: you run a repeatable pipeline generation process, have expanded engagement within target agencies, and contribute to revenue through opportunities that progress to closed business.

Our interview process

Our process is thorough and respects your time. Three conversations cover the substance of the role and how you would work with the team.

· Conversation with the VP of Sales: day to day execution, including how you plan your territory, run outbound activity, and manage follow up.

· Conversation with the Chief Revenue Officer: your professional experience and the person behind it, including your sales track record, how you work, and what you bring to a team.

· Conversation with the Sales Enablement Manager: process and collaboration, including how you partner with Account Executives and apply coaching to improve results.

Why you should join us

SOVRA serves the public sector, and the work carries the weight that comes with that purpose. Every improvement to our platform helps government agencies operate more efficiently and deliver greater value to the communities they serve. We are a company in a period of deliberate growth, and we are looking for professionals who want genuine ownership of their work and a direct hand in building the organization around them.

Our benefits include the following, with full details shared during the hiring process:

· Comprehensive health and medical coverage.

· Paid time off.

· A structured learning and development program.

· Paid parental leave.

If this role aligns with your experience and ambitions, we encourage you to apply.

Thank you for your interest in SOVRA. However, only selected candidates will be contacted.

At SOVRA, we are committed to fostering an inclusive and equitable workplace. We are an equal opportunity employer and do not discriminate against any employee or applicant for employment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, marital status, veteran status, or any other characteristic protected by applicable laws. We provide a work environment free from discrimination and harassment. In addition, we are committed to ensuring pay equity across our organization and regularly review our compensation practices.

International Data Base Corp doing business under SOVRA™ participates in E-Verify. If selected for employment, you will be required to provide your Form I-9 information to confirm that you are authorized to work in the United States.

International Data Base Corp, que opera bajo el nombre comercial SOVRA™, participa en E-Verify. Si es seleccionado para el empleo, se le solicitará que proporcione la información de su Formulario I-9 para confirmar que está autorizado a trabajar en los Estados Unidos.