Sales Development Representative, Enterprise

SOVRA

About The Position

SOVRA is seeking a driven Sales Development Representative (SDR) to join their fast-growing sales team. The SDR will be responsible for generating qualified enterprise pipeline by identifying, engaging, and qualifying prospective customers within large public sector organizations. This role involves partnering closely with Account Executives, conducting strategic account research, executing outbound campaigns, engaging multiple stakeholders, and booking high-quality discovery meetings. This position offers an excellent opportunity for an experienced SDR to gain exposure to enterprise sales and develop a clear path toward a closing role.

Requirements

2+ years of Sales Development experience with a proven track record of success in generating qualified pipeline, booking discovery meetings, and contributing to revenue outcomes through outbound prospecting and account engagement.
Experience prospecting into complex enterprise accounts with multiple stakeholders and buying influences, including navigating large organizations, identifying the right people, and building engagement strategies.
A strategic and consultative approach to prospecting, balancing research, personalization, and thoughtful outreach.
Exceptional communication skills: articulate, concise, and confident in engaging with executive and senior-level stakeholders.
Strong account planning, organization, and follow-through skills to manage multiple opportunities and long sales cycles.
Salesforce proficiency and SDR activity discipline, including experience with sales engagement tools.
A growth mindset and genuine desire to learn and expand sales expertise.
Authorization to work in the United States. Sponsorship for work visas or transfers is not available.

Nice To Haves

Exposure to public sector, GovTech, or procurement-focused sales environments.
Familiarity with government agencies, public sector buying processes, or regulated purchasing environments.
Experience navigating complex buying processes involving procurement reviews, evaluation committees, or purchasing decisions requiring multi-stakeholder alignment.
Experience building and refining outbound prospecting strategies, including testing messaging, optimizing sequences, and using data to improve engagement.
Experience selling in competitive markets.

Responsibilities

Build qualified pipeline within complex enterprise accounts by identifying, researching, and engaging procurement leaders, department heads, and senior administrators across major cities, counties, and state agencies.
Develop strategic account engagement plans, building relationships across multiple stakeholders and creating opportunities within organizations that have long and often complex buying processes.
Expand SOVRA's presence into new markets by generating opportunities within high-value accounts where there is limited or no existing footprint.
Lead consultative discovery conversations to uncover organizational priorities, stakeholder dynamics, procurement processes, and business challenges to determine strategic fit.
Thoughtfully qualify opportunities, ensuring Account Executives engage with organizations that demonstrate both buying potential and alignment with SOVRA's solutions.
Provide comprehensive handoff context, including stakeholder insights, organizational goals, current processes, and key factors influencing the opportunity.
Partner closely with Sales and Marketing to refine enterprise messaging, identify trends across target accounts, and share market insights that strengthen the go-to-market strategy.
Test, optimize, and scale outreach approaches based on prospect engagement and market feedback, helping establish repeatable best practices for enterprise pipeline generation.
Contribute to the development of strategic prospecting frameworks and account-based outreach motions that support continued expansion into complex public sector organizations.
Maintain a disciplined approach to account planning, stakeholder management, and CRM hygiene, ensuring accurate visibility into engagement activity and pipeline progression.
Consistently achieve engagement, meeting generation, and pipeline creation targets while balancing quality, account coverage, and long-term opportunity development.
Proactively identify patterns, market signals, and areas for improvement, using data and insights to refine prospecting strategies and increase account penetration.