Sales Development - Government

ElevenLabs

11d•Remote

About The Position

As a Sales Development Representative focused on Government and Public Sector accounts in the US, you will play a crucial role in building ElevenLabs’ government outbound strategy while working closely with the Government Lead and Account Executive. We do not just sell a product or custom solutions. We partner with government organizations to help modernize citizen engagement, automate services, and improve internal workflows through breakthrough voice and conversational AI. In this role you will: Conduct research to identify target agencies, departments, programs, and relevant stakeholders across federal, state, and local government, leveraging AI tools, agents, and automated workflows to move faster and at greater scale. Engage prospects through cold calling, email, social media, events, and other outbound channels to initiate conversations and generate qualified opportunities. Develop a strong understanding of government use cases, including citizen support, virtual agents, benefits administration, internal workflows, and public safety non-emergency response. Implement personalized outreach campaigns that reflect each agency’s priorities, procurement environment, and potential use cases. Use AI agents and automated workflows to support account research, stakeholder mapping, enrichment, sequencing, and signal monitoring, allowing you to focus on the highest-value interactions. Monitor relevant government buying signals, including budget cycles, policy initiatives, leadership changes, RFP activity, contract awards, and modernization priorities. Collaborate closely with the Government Lead and Account Executive to exchange insights on prospect feedback, objections, procurement considerations, and market trends. Continuously refine outreach strategies and the AI workflows powering them based on performance data and feedback from the market. Monitor and report key performance indicators related to outbound activity, qualified opportunity generation, conversion rates, lead quality, and pipeline contribution. Partner with sales leadership to analyze results, identify emerging opportunities, and optimize the government outbound strategy.

Requirements

3+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.
Experience selling into government, public sector, or other highly regulated buyers — comfortable navigating RFPs, longer procurement cycles, budget/fiscal-year timing, and multi-layered legal/security review.
Proven success closing deals and managing complex sales cycles with multiple stakeholders, including security, compliance, and legal reviewers.
Deep understanding of enterprise (and ideally government) procurement and legal processes, with the ability to accelerate deal velocity where possible.
Experience selling technical solutions to product, engineering, or IT leaders; ability to translate complex technology into business value for non-technical stakeholders.
Strong executive presence and ability to build relationships at senior/agency-leadership level.
Comfort operating in an early-stage, high-growth environment — this is a build-the-playbook role for a segment we're just scaling, not an inherited book of business.

Responsibilities

Conduct research to identify target agencies, departments, programs, and relevant stakeholders across federal, state, and local government, leveraging AI tools, agents, and automated workflows to move faster and at greater scale.
Engage prospects through cold calling, email, social media, events, and other outbound channels to initiate conversations and generate qualified opportunities.
Develop a strong understanding of government use cases, including citizen support, virtual agents, benefits administration, internal workflows, and public safety non-emergency response.
Implement personalized outreach campaigns that reflect each agency’s priorities, procurement environment, and potential use cases.
Use AI agents and automated workflows to support account research, stakeholder mapping, enrichment, sequencing, and signal monitoring, allowing you to focus on the highest-value interactions.
Monitor relevant government buying signals, including budget cycles, policy initiatives, leadership changes, RFP activity, contract awards, and modernization priorities.
Collaborate closely with the Government Lead and Account Executive to exchange insights on prospect feedback, objections, procurement considerations, and market trends.
Continuously refine outreach strategies and the AI workflows powering them based on performance data and feedback from the market.
Monitor and report key performance indicators related to outbound activity, qualified opportunity generation, conversion rates, lead quality, and pipeline contribution.
Partner with sales leadership to analyze results, identify emerging opportunities, and optimize the government outbound strategy.