Sales Development Representative, Mid-Market

SOVRA

1d • Remote

About The Position

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.

Requirements

• 1-3 years of experience in a sales development, business development, or outbound prospecting role. You have experience generating pipeline through proactive outreach and know how to identify opportunities, engage prospects, and create meaningful sales conversations.
• A hunter mindset with a passion for prospecting. You are energized by building relationships from scratch, opening doors into new accounts, and creating opportunities through persistence, creativity, and thoughtful outreach.
• Excellent written and verbal communication skills. You can quickly build credibility with prospective customers, communicate value clearly, and tailor your message to different audiences and stakeholder groups.
• Strong organization and time management skills. You are able to manage a high volume of accounts, opportunities, and follow-up activities while maintaining attention to detail and consistent execution.
• Curiosity and a willingness to learn. You enjoy asking questions, understanding customer challenges, and continuously improving your sales approach through feedback and coaching.
• Experience working with Salesforce or similar CRM platforms. You understand the importance of maintaining accurate account and activity data and using CRM tools to manage pipeline effectively.
• A results-oriented and self-motivated approach. You thrive in a fast-paced, performance-driven environment and take ownership of your goals, activity, and outcomes.
• Authorization to work in the United States. We are unable to provide employment sponsorship now or in the future.

Nice To Haves

• Exposure to public sector, GovTech, or procurement-related industries. Familiarity with government agencies, public sector buying processes, or regulated purchasing environments is beneficial but not required.
• Experience selling into organizations with multiple stakeholders. You understand how to build momentum across groups where purchasing decisions involve input from several individuals.
• Experience developing and testing outbound prospecting strategies. Familiarity with creating messaging, refining outreach sequences, and improving engagement through experimentation and iteration is a plus.
• Experience working in a high-growth SaaS environment. Comfortable operating in a dynamic setting where processes evolve, priorities shift, and adaptability is valued.
• Located in the Southeast region of the United States. While this role is fully remote and open nationwide, proximity to the territory is a plus.

Responsibilities

• Build qualified pipeline across a defined territory, identifying and engaging prospective agencies through targeted account research and outbound outreach.
• Create opportunities within both existing and net-new accounts, ensuring a consistent flow of meetings and pipeline throughout the quarter.
• Continuously test and refine messaging, applying insights from prospect conversations to improve engagement and conversion rates.
• Conduct discovery conversations that uncover business priorities, procurement challenges, and organizational goals, helping determine whether an opportunity is a strong fit for SOVRA.
• Qualify opportunities effectively and schedule high-quality discovery meetings that help Account Executives advance the sales process.
• Provide clear and actionable handoff context, ensuring Account Executives have a strong understanding of prospect needs, challenges, and priorities.
• Partner closely with Sales and Marketing teams to improve outreach strategies, optimize messaging, and share market feedback.
• Contribute to the development of scalable prospecting processes and outreach sequences that support continued growth across your territory.
• Maintain accurate CRM data, manage prospect activity effectively, and ensure strong visibility into pipeline performance.
• Consistently achieve activity, meeting generation, and pipeline creation goals while identifying opportunities to improve results.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed