SDR / BDR Lead (East-Coat Based)

vialytics•Boston, MA

11d•$75 - $85•Remote

About The Position

vialytics is looking for an SDR/BDR Lead — someone who is both a builder and a doer. This is a strategic individual-contributor leadership role for someone who has strong experience testing and successfully deploying AI tools to optimize SDR work. In this role you’ll work with the team to design AI-assisted prospecting workflows, deploy intelligent agents in partnership with Revenue Operations, interpret buying signals, and deliver highly qualified, discovery-ready opportunities to both our direct sales force and our channel partner network. Critically, this role demands a player–coach mentality as this team is in a growth phase. You will be building the playbook while running the plays. Results cannot wait for systems to be perfect, and systems cannot be built without the insight that comes from doing the work. If you are looking for a team to manage with perfect processes in place on day one, this is not that role. If you thrive on proving the model while scaling it, read on. Our ideal candidate brings experience in govtech, public-sector SaaS, or adjacent regulated markets and has already operated somewhat in an SDR environment using AI tools. You understand which signals matter, how to build sequences that respect a municipality's buying cycle, and why a 'meeting booked' means nothing without foundational discovery already embedded. vialytics is scaling its go-to-market motion across U.S. municipalities and county governments. As we grow both a direct sales team and a channel partner ecosystem, we need someone who can help us optimize our pipeline engine in a way that is precise, repeatable, and AI-native. This role is the connective tissue between intelligence (signals, data, agents) and revenue (qualified opportunities handed off cleanly to Account Executives and partners). The person in this role must be comfortable spending some of their time generating real pipeline results while building/ optimizing the infrastructure. There is no hand-off moment where 'building' ends and 'executing' begins — both are constant, and the expectation is that results are visible throughout the growth phase, not deferred until the playbook is complete.

Requirements

3+ years of experience in a Sales Development, Business Development, or related outbound role
Proven track record as a high-performing IC — you have consistently hit or exceeded personal pipeline and meeting targets, not just managed others who did
Native-level fluency with AI in an SDR context: you have configured, deployed, and iterated on AI-powered prospecting and outreach tools — not just used them
Demonstrated experience working alongside or within Revenue Operations to build workflows, not just execute them
Strong understanding of the public-sector / govtech buying environment: long cycles, committee decisions, budget timelines, procurement constraints
Proficiency with modern GTM stack: CRM (Salesforce or HubSpot), sequencing platforms, signal/intent tools, and at least one AI agent or automation layer
Exceptional written and verbal communication — able to craft personalized, credible outreach to senior government officials
Comfort operating in an ambiguous, build-as-you-go environment where you are simultaneously the strategist, the executor, and the proof of concept

Nice To Haves

Direct govtech, municipal SaaS, or public-sector software sales experience
Experience supporting a channel partner ecosystem from an SDR or demand-generation perspective
Familiarity with infrastructure, public works, or asset management domains
Prior experience in a startup or early-stage scaleup environment where playbooks were built, not inherited — and where you were the one building them

Responsibilities

Prospect, outreach, and book qualified meetings yourself — every week — while simultaneously building the workflows, sequences, and agent stack that will eventually scale this motion in collaboration with the Revenue Operations Team.
Treat your own activity as the first proof point for every process you design: if it does not work for you as an IC, it will not scale to a team
Maintain personal pipeline metrics and report on IC-level results alongside system-level performance — both matter, always
Design, deploy, and iterate on AI agents and automation workflows that prospect, personalize outreach, and surface buying intent signals across target municipal accounts
Partner closely with Revenue Operations to select, configure, and optimize SDR-facing AI tools (signal platforms, sequencing tools, conversational intelligence, LLM-based personalization)
Continuously monitor agent performance and tune prompts, triggers, and sequences based on conversion data — treating the tech stack as a live system, not a set-and-forget tool
Monitor and act on intent signals: budget cycles, RFP activity, leadership transitions, infrastructure grant announcements, and digital transformation initiatives at the city and county level
Build and maintain a signal-to-action playbook that connects external triggers to specific outreach strategies and messaging frameworks
Work with the data team to ensure CRM hygiene and account scoring models reflect real-world govtech buying behavior
Produce not just 'meetings' but qualified pipeline events: introductory calls where basic discovery has already been embedded in the pre-meeting exchange and summarized for the receiving AE or partner
Develop multi-channel outreach sequences (email, phone, LinkedIn, community/association presence) tailored to public-sector personas (IT Directors, City Managers, Public Works, Procurement)
Ensure every handoff includes a structured briefing: account context, pain signals identified, stakeholder map, and next-step recommendation
Serve as the primary SDR voice in RevOps sprint cycles — bringing field observations back into tooling decisions, workflow design, and reporting infrastructure
Contribute to the design of the handoff protocol between SDR-generated opportunities and the direct sales team or channel partner, ensuring a frictionless transition via CRM and deal management systems
Maintain real-time visibility dashboards for pipeline activity, outreach performance, and funnel conversion rates
Develop an SDR motion specifically designed to support channel partners — generating sourced leads, co-marketing touchpoints, and jointly qualified opportunities that flow cleanly into partner deal registration
Coordinate with the channel team to align on territory, personas, and messaging to avoid duplication and maximize partner-led pipeline