Inbound Sales Development Representative
About The Position
The Inbound Sales Development Representative owns the front end of Global Guardian’s sales pipeline by triaging and qualifying incoming leads. The role responds to inbound interest from the company’s website, events, webinars, content, and referrals; assesses prospects against the ideal customer profile; and books Sales Qualified Meetings for the sales team. The representative also conducts targeted outreach to suitable accounts, nurtures leads that are not ready to buy, and helps plan prospect engagement around industry events. The position works closely with Sales and Marketing to maintain lead qualification, scoring, and routing practices; ensure accurate Salesforce records; and report on meeting bookings, response times, lead sources, and lead quality. The role is salaried and exempt, with a stated annual salary range of $60,000–$80,000 depending on experience, plus commission based on Sales Qualified Meetings Booked. It is based in McLean, Virginia, or potentially remote, and involves occasional travel to industry events and conferences.
Requirements
- Prior experience in B2B sales development, inbound lead qualification, business development, or a similar client-facing role.
- Hands-on experience with Salesforce.
- Demonstrated ability to build rapport and engage prospects with minimal information.
- Excellent verbal and written communication skills.
- Ability to assess risk, identify potential client needs, and quickly understand complex operational environments.
- Ability to engage executive leaders, security professionals, military personnel, family offices, and corporate risk stakeholders.
- Ability to manage multiple priorities in a fast-paced, high-volume environment and handle sensitive information confidentially and professionally.
- Analytical and data-driven approach, with comfort using funnel metrics to guide decisions.
- Resourcefulness, independence, urgency, persistence, resilience, self-motivation, and a strong work ethic.
- Ability to work independently and collaboratively with Sales and Marketing.
- Good organizational skills and attention to detail and accuracy.
- Bachelor’s degree in business administration, marketing, communications, international relations, security or intelligence studies, or a related field is preferred, not required.
Nice To Haves
- Consultative or complex sales experience.
- Experience in corporate security, law enforcement, military, intelligence, executive protection, emergency management, or a related risk management field.
- Experience with marketing automation, sales engagement, or prospecting tools such as LinkedIn, Sales Navigator, or Wiza.
- Familiarity with security operations, travel risk management, crisis response, duty of care, executive protection, investigations, protective intelligence, or related disciplines.
Responsibilities
- Triage and respond to inbound leads from website forms, demo and contact requests, events, webinars, content downloads, and referrals within established response-time standards.
- Qualify leads against the company’s ideal customer profile by assessing needs, travel and risk exposure, budget, timeline, and decision-making process.
- Route qualified opportunities to the appropriate sales owner and schedule meetings or demos, providing a useful handoff summary.
- Define and maintain lead scoring, qualification criteria, and routing rules with Sales and Marketing leadership, refining them as the business evolves.
- Nurture leads that are not ready to buy through timely follow-up and coordination with marketing nurture programs.
- Conduct targeted LinkedIn and email outreach to accounts that fit the ideal customer profile, and follow up on campaign leads.
- Develop pre-event engagement plans for conferences, trade shows, webinars, and company-sponsored events, including researching attendee lists, identifying prospects, coordinating outreach, scheduling meetings, and following up after events.
- Record and manage lead information, interactions, and follow-ups in Salesforce, maintaining clean data, complete lead status, and accurate source attribution.
- Track and report Sales Qualified Meetings Booked, response time, and lead source performance, and share lead quality insights with Marketing.
- Stay informed about industry trends, competitor activity, and the global risk landscape to support credible, relevant prospect conversations.
- Meet or exceed monthly and quarterly targets for Sales Qualified Meetings Booked.
Benefits
- Commission based on Sales Qualified Meetings Booked; details are provided in a separate commission agreement upon hire.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
