Sales Development Representative, Enterprise

Sales Development Representative, Enterprise

Location: United States—Remote

A note on length — this posting is intentionally longer than most. That is deliberate. It gives you a realistic preview of the role and clear guidance on how to present your application, so we suggest reading it in full.

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.

What makes SOVRA unique is our deep focus on the public sector. Our solutions are purpose-built to solve real, complex procurement challenges, balancing compliance with usability and innovation. That commitment has been recognized with the Achievement of Excellence in Procurement (AEP) Certification from the National Procurement Institute, reflecting our high standards and impact on the market.

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're 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 job

SOVRA is adding a Sales Development Representative to its Enterprise buyer team. This is new headcount and the first role of its kind on the team, created as the Enterprise segment grows and the largest agencies in the public sector market come into focus. The person in this role builds the earliest stage of pipeline for accounts where a single decision involves many people and unfolds over months.

The role covers tier one cities, counties, and state agencies. Rather than working at volume, the person in this role researches each organization before making contact, maps how it buys and who influences the decision, then engages several stakeholders with a message shaped to each of them. Making headway on a large agency often takes eight to ten contacts before the account opens up.

The work has visible reach. This person works alongside the strategic sales team and an account executive, and the messaging and sequences they develop shape how SOVRA approaches the Enterprise segment more broadly. Public sector audiences expect a high standard of accuracy and relevance, and the written work this role produces has to meet it.

What will your main responsibilities look like?

Account Research & Planning

· You research the agencies you cover before any outreach, building a view of how each one buys, who holds influence, and where current friction sits.

· You maintain a working map of your accounts, including the contacts who matter and the procurement and budget cycles that shape their timing.

· You prioritize the accounts that warrant sustained effort, and you can explain the reasoning behind the ones you set aside.

Multi-Threaded Outreach

· You work several contacts across a single agency, tailoring your message to what each role actually cares about.

· You write outreach that references something specific about the agency and its situation rather than applying a template at volume.

· You engage senior public sector stakeholders, including procurement leads, finance, IT, and department heads.

Engagements, Pipeline & Messaging

· You meet your engagement, meeting-generation, and pipeline-creation commitments.

· You qualify interest thoroughly and give the account executive you support the context they need to advance the opportunity.

· You refine the messaging and outreach sequences that work with public sector buyers, and you share what you learn so the team can build on it.

What will you bring to this role?

· Sales development track record — you have 1+ years in sales development with consistent results, generating qualified pipeline and booking discovery meetings. Candidates whose experience comes from a strategic sales internship are equally encouraged to apply.

· Research-led approach to outreach — you build an understanding of an organization before contacting it, and every message you send has a reason behind it that you can articulate.

· Multi-stakeholder engagement — you have worked several contacts across a single organization, adapting your message to what each role cares about.

· Written communication — you write clearly and specifically, and you treat the quality of your written work as part of the job rather than an afterthought.

· CRM discipline — you work fluently in Salesforce and keep your accounts, activity, and opportunity records accurate and current. This experience is essential for the role.

· Appetite for a new market — you are prepared to learn public procurement in depth, and you seek out what you do not yet know rather than waiting to be taught.

· Authorization to work in the US — we are not able to sponsor work visas or transfers at this time.

What are the assets that would make you stand out?

· Public sector exposure — you have sold to or worked with government agencies, education, or another public buyer. Candidates without that background are equally encouraged to apply; we will help you learn the market.

· Long-cycle sales experience — you have worked deals that were decided by a committee, gated by formal procurement, or measured in months rather than weeks.

· Conversation intelligence tooling — you are familiar with platforms such as Gong, which the team uses day to day.

You should apply if

· You want to work the largest and most complex accounts in the public sector, where progress depends on judgment and patience as much as on activity.

· You are drawn to a market where the buyer is a government agency and the outcome affects how public money is spent.

· You want a route into enterprise account management over time, and you are willing to learn how these accounts are won before you carry one.

· You want a hand in shaping how a growing team approaches a segment rather than inheriting an established playbook.

What we look for in applications

We review every application individually and assess it on its own merits rather than screening for keywords. The most useful applications are specific about the enterprise accounts and segments you have prospected, the stakeholders you engaged, and what came of it, with numbers wherever you have them. When you name a tool, a short note on what you used it to do is far more informative than the name alone. Detail about your own work tells us more than a general summary of responsibilities.

What does success look like?

· By 3 months: you are fluent in the platform, the public sector buyer, and the tools the team runs on, and you are managing your own outreach.

· By 6 months: you are generating qualified engagements consistently across your accounts, and the account executive you support relies on the context you hand over.

· By 12 months: you have opened agencies that were not previously engaged, your messaging is used by others on the team, and you are meeting your engagement and pipeline commitments.

Our interview process

Our process is designed to be thorough while respecting your time. Three conversations cover your background, how you approach the work, and how you would operate alongside the team.

· Screening with Talent Acquisition — your background, the role, and mutual fit.

· Interview with the VP of Strategic Sales — how you research and prioritize accounts, and how you approach multi-stakeholder outreach.

· Interview with the Chief Revenue Officer — your track record, the results behind it, and how you think about the market.

Why you should join us

SOVRA serves the public sector, and the work carries the weight that comes with that purpose. Every improvement to our platform helps government agencies operate more efficiently and deliver greater value to the communities they serve. We are a company in a period of deliberate growth, and we are looking for professionals who want genuine ownership of their work and a direct hand in building the organization around them. In this role, that ownership is real: your work with tier one cities, counties, and state agencies shapes how SOVRA serves the largest agencies in the public sector market.

Our benefits include the following, with full details shared during the hiring process:

· Comprehensive health and medical coverage.

· Paid time off.

· A structured learning and development program.

· Paid parental leave.

If this role aligns with your experience and ambitions, we encourage you to apply.

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 SOVRA™ 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 SOVRA™, 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.