Sales Development Representative, Enterprise

About SOVRA

SOVRA is a leading public procurement platform trusted by more than 7,000 government agencies and over 1 million suppliers across North America. Our work sits at the intersection of technology, public service, and accountability, helping governments operate more efficiently and transparently on behalf of the communities they serve.

At SOVRA, the work you do matters. Every improvement we make helps public organizations stretch taxpayer dollars further, operate with greater transparency, and deliver better outcomes for millions of people. We are a growing, mission driven company where smart, curious people come together to build technology that serves the public good. Learn more at sovra.com.

About the Opportunity

We are building a high-impact, fast-growing sales team and are looking for a driven Sales Development Representative to join us at the forefront of our revenue engine.

In this role, you will be responsible for generating qualified enterprise pipeline by identifying, engaging, and qualifying prospective customers within large public sector organizations. You’ll partner closely with Account Executives, conduct strategic account research, execute outbound campaigns, engage multiple stakeholders, and book high-quality discovery meetings that help advance complex sales opportunities.

This is an excellent opportunity for an experienced SDR who thrives in a consultative, strategic selling environment and is looking for a clear path toward a closing role. You’ll gain firsthand exposure to enterprise sales motions and learn how successful public sector deals are developed and won.

What You'll Do

Strategic Pipeline Development

• You 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.

• You develop strategic account engagement plans, building relationships across multiple stakeholders and creating opportunities within organizations that have long and often complex buying processes.

• You help expand SOVRA's presence into new markets by generating opportunities within high-value accounts where we have limited or no existing footprint.

Discovery & Qualification

• You lead consultative discovery conversations that uncover organizational priorities, stakeholder dynamics, procurement processes, and business challenges to determine strategic fit.

• You qualify opportunities thoughtfully, ensuring Account Executives are engaging with organizations that demonstrate both buying potential and alignment with SOVRA's solutions.

• You provide comprehensive handoff context, including stakeholder insights, organizational goals, current processes, and key factors influencing the opportunity.

Sales & Marketing Alignment

• You partner closely with Sales and Marketing to refine enterprise messaging, identify trends across target accounts, and share market insights that strengthen our go-to-market strategy.

• You test, optimize, and scale outreach approaches based on prospect engagement and market feedback, helping establish repeatable best practices for enterprise pipeline generation.

• You contribute to the development of strategic prospecting frameworks and account-based outreach motions that support continued expansion into complex public sector organizations.

Pipeline Ownership & Reporting

• You maintain a disciplined approach to account planning, stakeholder management, and CRM hygiene, ensuring accurate visibility into engagement activity and pipeline progression.

• You consistently achieve engagement, meeting generation, and pipeline creation targets while balancing quality, account coverage, and long-term opportunity development.

• You proactively identify patterns, market signals, and areas for improvement, using data and insights to refine prospecting strategies and increase account penetration.

What You'll Bring

Required

• 2+ years of Sales Development experience with a proven track record of success. You have consistently generated qualified pipeline, booked discovery meetings, and contributed to revenue outcomes through outbound prospecting and account engagement.

• Experience prospecting into complex enterprise accounts with multiple stakeholders and buying influences. You know how to navigate large organizations, identify the right people, and build engagement strategies that create opportunities in accounts with long and often complex buying cycles.

• A strategic and consultative approach to prospecting. You balance research, personalization, and thoughtful outreach to create meaningful conversations and build credibility with senior decision-makers.

• Exceptional communication skills. You are articulate, concise, and confident in engaging with executive and senior-level stakeholders. You know how to tailor your message, build rapport quickly, and communicate value in a compelling way.

• Strong account planning, organization, and follow-through. You can manage multiple opportunities, stakeholder relationships, and long sales cycles while staying organized and maintaining attention to detail.

• Salesforce proficiency and SDR activity discipline. You have direct experience using Salesforce and sales engagement tools to track prospect interactions, document account intelligence, manage follow-up, and maintain accurate pipeline data.

• A growth mindset and genuine desire to learn. You are motivated to expand your sales expertise, take on increasing responsibility, and build a path toward an Account Executive or other revenue-generating role.

• Authorization to work in the United States. We are not able to sponsor work visas or transfers at this time.

Nice to Have

• Exposure to public sector, GovTech, or procurement-focused sales environments. Familiarity with government agencies, public sector buying processes, or regulated purchasing environments is a plus, although we will help you learn about the market.

• Experience navigating complex buying processes. You have worked on opportunities involving procurement reviews, evaluation committees, or purchasing decisions that require alignment across multiple stakeholders.

• Experience building and refining outbound prospecting strategies. You have tested messaging, optimized sequences, and used data and prospect feedback to improve engagement and conversion rates.

• Experience selling in competitive markets. You know how to create interest, differentiate value, and win attention in environments where prospects are already familiar with established alternatives.

What Success Looks Like

• 3 months: You have developed a strong understanding of the enterprise buyer landscape, including key stakeholders, purchasing processes, and account priorities. You have established a strategic account plan, built meaningful outreach cadences, and are consistently generating qualified meetings within target accounts.

• 6 months: You are a trusted pipeline generation partner to the Account Executive team, consistently delivering qualified opportunities and creating momentum across key accounts. Your messaging, prospecting strategies, and outreach approach are producing strong engagement and contributing to broader sales team best practices.

• 12 months: You have established a repeatable process for generating pipeline across complex enterprise accounts, expanded engagement within strategic buyer organizations, and made a measurable impact on revenue growth through opportunities that progress through the sales cycle and contribute to closed business outcomes.

If this sounds like the role you have been looking for, we would love to hear from you.

Thank you for your interest in SOVRA. However, only selected candidates will be contacted.

At SOVRA, 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.
International Data Base Corp doing business under SOVRAtm participates in E-Verify. If selected for employment, you will be required to provide your Form I-9 information to confirm that you are authorized to work in the United States.

International Data Base Corp, que opera bajo el nombre comercial SOVRAtm, participa en E-Verify. Si es seleccionado para el empleo, se le solicitará que proporcione la información de su Formulario I-9 para confirmar que está autorizado a trabajar en los Estados Unidos.