Sales Development Representative (SDR): State & Local - WEST
- Salary
- $60K–$70KUSD per year
- Hiring from
- United States
- Work type
- Remote
- Posted
- Sep 29, 2026
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We are seeking a highly motivated Strategic Sales Development Representative (SDR) to support our State and Local Government Sales Team. This role is responsible for developing prospecting strategies for multiple territories, identifying and qualifying new business opportunities and driving early stage pipeline creation across state and local law enforcement and public safety organizations in the United States.
This is a revenue generating role that requires independent management of personal processes, strong business acumen and the ability to navigate complex government organizations.
Key Responsibilities
- Own and develop a defined prospecting plan for each of our 5 State and Local Territories in partnership with the State and Local Account Executives
- Generate and qualify new sales opportunities while exercising independent judgment in prioritizing based on business needs
- Manage advancement of opportunities through early stage pipeline development
- Conduct outbound prospecting via email, phone, LinkedIn, and other channels
- Research agencies, departments, and key stakeholders to identify relevant use cases
- Schedule meetings and demos for State and Local Account Executives covering the United States
- Maintain accurate activity tracking and pipeline data in Salesforce
- Collaborate closely with Account Executives to develop targeted account strategies
- Stay informed on public sector trends, procurement processes, and funding cycles
- Additional duties and responsibilities as reasonably required by the employee's supervisor or CEO
Skills, Knowledge and Expertise
- 8+ years of enterprise software or SaaS customer success/account management with specific experience supporting the public sector (military/government/law enforcement/public safety)
- Experience providing product support at the user level
- Experience using CRM tools (ex: SFDC, Hubspot)
- Well-organized and excellent time management abilities
- Proven ability to collaborate and build strong relationships with customers
- Exceptional oral and written communication skills and attention to detail
- Passion for technology and public safety
- Bachelor's degree or equivalent experience
- Ability to travel within United States
Preferred Experience
- Experience selling into or supporting State & Local Law Enforcement
- Familiarity with procurement processes (RFPs, RFIs, contracts, etc.)
- Experience with public sector technology
- Understanding of compliance, privacy, or regulatory environments
Key Traits for Success
- Self directed and proactive, with the ability to operate independently
- Coachable and eager to learn
- Resilient and persistent
- Strategic thinker with strong research skills
- Team-oriented with a collaborative & growth mindset
Benefits
- Medical, Dental, Vision, STD and LTD Plans
- FSA - Medical and Dependent Care
- EAP and wellness programs
- 13 Paid Holidays
- Unlimited PTO
- Flexible work environment - 100% remote
- 401(k) plan
The expected annualized salary compensation for this position is between $60,000 - $70,000 with participation in our stock equity plan. This estimated salary represents the typical starting rate of candidates hired in a similar role. Factors that may be used to determine your actual salary include relevant experience, skills, and your remote work location.