Sales Development Representative

PartsBase Inc. • ,

35d • Remote

About The Position

The Government Sales Development Representative (SDR) is responsible for identifying, qualifying, and engaging defense contractors, aerospace manufacturers, distributors, and MRO organizations to generate qualified pipeline for PartsBase's Government Data Solutions platform. This is not government agency sales. Instead, you'll be selling to the commercial organizations that support government procurement—including defense contractors, aerospace manufacturers, and aviation suppliers. The ideal candidate brings experience working with SAM.gov registrations, National Stock Number (NSN) data, CAGE Codes, DLA resources, or defense procurement data, enabling them to quickly identify high-value accounts and translate complex government data into meaningful business conversations. Success in this role requires equal parts analytical thinking, research, prospecting, and relationship building.

Requirements

• 0–2 years of Sales Development, Business Development, Lead Generation, or Outbound Prospecting experience.
• Strong analytical mindset with advanced Microsoft Excel or Google Sheets skills.
• Ability to interpret large datasets and identify high-value business opportunities.
• Excellent written and verbal communication skills.
• Comfortable making outbound calls and conducting high-volume prospecting activities.
• Strong organizational skills with exceptional attention to detail.
• Self-motivated with the ability to work independently in a fast-paced environment.
• Resilient, coachable, and driven to achieve performance goals.

Nice To Haves

• Experience working with SAM.gov, National Stock Number (NSN) data, CAGE Codes, or other government procurement datasets strongly preferred.
• Experience with the Defense Logistics Agency (DLA), particularly CAGE Code management and procurement systems.
• Military service or experience supporting military procurement.
• Contracting Officer (CO/KO) or government acquisition experience.
• Experience selling into defense, aerospace, aviation, manufacturing, or MRO industries.
• Familiarity with CRM platforms such as Salesforce, HubSpot, Microsoft Dynamics, or similar systems.
• Experience with government contracting, procurement, or supply chain operations.

Responsibilities

• Prospecting & Account Qualification: Research, identify, and qualify defense contractors, aerospace companies, aviation suppliers, and MRO organizations. Analyze SAM.gov registrations, NSN data, CAGE Codes, and related procurement datasets to prioritize high-value prospects. Verify contractor eligibility, activity status, and organizational fit before initiating outreach. Build targeted prospect lists that support strategic outbound campaigns.
• Outbound Sales Development: Execute outbound prospecting through calls, email, LinkedIn, and multi-touch cadences. Build relationships with procurement, supply chain, sourcing, and operations professionals. Clearly communicate the value of PartsBase's Government Data Solutions platform and how it improves supplier discovery, procurement intelligence, and sourcing efficiency. Schedule qualified discovery meetings and product demonstrations for Account Executives.
• Pipeline & CRM Management: Maintain accurate lead and opportunity records within CRM. Advance prospects through each pipeline stage while ensuring complete activity documentation. Monitor pipeline health and proactively re-engage dormant opportunities.
• Data Quality & Sales Intelligence: Review contractor and procurement data for accuracy and completeness. Identify duplicate, outdated, or inactive records before outreach. Partner with Sales Operations to improve lead quality and data integrity. Provide ongoing feedback regarding market trends, contractor activity, and prospect segmentation.
• Reporting & Performance: Track outreach activity, conversion metrics, and pipeline progression. Monitor response rates, meeting conversion, and qualified opportunity creation. Identify gaps in account coverage and recommend improvements to outbound strategy.
• Daily Activities: Execute outbound prospecting campaigns through calls, email, and LinkedIn. Research defense contractors, aerospace companies, suppliers, and MRO organizations using government procurement data. Analyze SAM.gov registrations, NSN records, and CAGE Code information to qualify prospects. Engage decision-makers through consultative conversations focused on procurement and supply chain challenges. Schedule qualified meetings for Account Executives. Update CRM with all prospect activity and pipeline progression. Partner with Sales Operations to improve data quality and lead segmentation. Continuously build and replenish your pipeline while maintaining consistent outreach activity.

Benefits

• Fully remote environment
• TEAM-focused organization
• Inclusive culture
• Work with peers worldwide
• Implement business technology projects
• Work at the forefront of where the aviation business meets technology
• Gain exposure to one of the world's largest aviation data platforms
• Play a critical role in helping defense and aerospace organizations make smarter procurement decisions

What This Job Offers

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