Sales Development Representative

DHI Group•Des Moines, IA

2d•$50,000 - $65,000•Hybrid

About The Position

DHI Group, Inc., the parent company of career marketplaces Dice and ClearanceJobs, is seeking a Sales Development Representative – Outbound to join their ClearanceJobs New Business Sales team. This role is a true hunter position focused on proactively identifying, researching, and pursuing net-new business through aggressive outbound prospecting. The SDR will utilize AI-enabled prospecting tools to identify buying signals, recommend target accounts, and prioritize outreach. This role directly impacts revenue growth by sourcing new logos, building prospect lists, and converting cold outreach into qualified pipeline for Account Executives. The position requires coming into the office on Tuesdays, Wednesdays, and Thursdays.

Requirements

Proven outbound prospecting experience, including carrying a cold-call quota and working a sequencer.
A hunter mindset, energized by building from scratch and viewing unanswered dials as data.
Resilience and competitiveness, thriving in team environments, handling objections and rejection.
Ability to prioritize multiple work streams without losing momentum.
Strong written and verbal communication skills with the ability to craft compelling cold outreach.
Hands-on proficiency with outbound tooling: Salesforce, SalesLoft or Outreach, ZoomInfo, and LinkedIn Sales Navigator.
Curiosity and comfort with AI-enabled sales tools, with eagerness to learn how AI can enhance outreach.
Ability to build prospecting lists independently.

Nice To Haves

SaaS sales experience.
Prior experience using AI-powered prospecting or sales engagement tools (e.g., Clay, Amplemarket, Apollo, 6sense, or similar).
Experience selling into defense, government, or cleared-community sectors.

Responsibilities

Complete comprehensive onboarding and training, including hands-on ramp with AI-enabled outbound tooling.
Drive new business primarily through outbound cold prospecting (calls, emails, social outreach) using tools like ZoomInfo, Sales Navigator, and SalesLoft.
Own assigned territory by researching and mapping target accounts, identifying decision-makers, and developing systematic outbound cadences.
Leverage AI-powered tools to identify intent signals, surface lookalike accounts, and prioritize prospects.
Establish and cultivate key relationships via telephone.
Work closely with internal teams to transfer qualified opportunities to Account Executives.
Handle objections on cold calls and convert initial disinterest into booked meetings.
Master and utilize the full tech stack including Salesforce, SalesLoft, Nooks, ZoomInfo, GovWinIQ, and LinkedIn Sales Navigator.
Continuously improve AI usage for target identification, outreach effectiveness, and prospecting efficiency.
Consistently exceed goals for outbound activity (dials, emails, sequences) and meeting generation.
Build a foundation to transition into a full quota-carrying closing role.