Sales Development Representative, Mid-Market

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 our Mid-Market Buyer team. SOVRA partners with government agencies across the United States, including cities, counties, school districts, and state agencies that use our platform to manage purchasing and procurement. As we continue to expand our presence nationwide, we are investing in building a scalable pipeline generation engine to support continued growth across the Mid-Market segment.

This SDR role exists to build qualified buyer-side pipeline for the AE team. You'll own prospecting across a defined territory, identifying and engaging potential customers, executing outbound campaigns, qualifying opportunities, and booking discovery meetings that create new revenue opportunities for the business. Working closely with Account Executives, you'll play a key role in expanding our reach, developing relationships with prospective agencies, and helping convert market interest into active sales conversations.

This is an ideal opportunity for an ambitious SDR looking to accelerate their career in sales. You'll gain hands-on experience in a growing public sector market, develop expertise in consultative prospecting, and build the skills needed to progress into a closing role while making a direct impact on revenue growth.

What You'll Do

Pipeline Development

• You build qualified pipeline across a defined territory, identifying and engaging prospective agencies through targeted account research and outbound outreach.

• You create opportunities within both existing and net-new accounts, ensuring a consistent flow of meetings and pipeline throughout the quarter.

• You continuously test and refine messaging, applying insights from prospect conversations to improve engagement and conversion rates.

Discovery & Qualification

• You conduct discovery conversations that uncover business priorities, procurement challenges, and organizational goals, helping determine whether an opportunity is a strong fit for SOVRA.

• You qualify opportunities effectively and schedule high-quality discovery meetings that help Account Executives advance the sales process.

• You provide clear and actionable handoff context, ensuring Account Executives have a strong understanding of prospect needs, challenges, and priorities.

Sales & Marketing Alignment

• You partner closely with Sales and Marketing teams to improve outreach strategies, optimize messaging, and share market feedback.

• You contribute to the development of scalable prospecting processes and outreach sequences that support continued growth across your territory.

Pipeline Ownership & Reporting

• You maintain accurate CRM data, manage prospect activity effectively, and ensure strong visibility into pipeline performance.

• You consistently achieve activity, meeting generation, and pipeline creation goals while identifying opportunities to improve results.

What You'll Bring

Required

• 1-3 years of experience in a sales development, business development, or outbound prospecting role. You have experience generating pipeline through proactive outreach and know how to identify opportunities, engage prospects, and create meaningful sales conversations.

• A hunter mindset with a passion for prospecting. You are energized by building relationships from scratch, opening doors into new accounts, and creating opportunities through persistence, creativity, and thoughtful outreach.

• Excellent written and verbal communication skills. You can quickly build credibility with prospective customers, communicate value clearly, and tailor your message to different audiences and stakeholder groups.

• Strong organization and time management skills. You are able to manage a high volume of accounts, opportunities, and follow-up activities while maintaining attention to detail and consistent execution.

• Curiosity and a willingness to learn. You enjoy asking questions, understanding customer challenges, and continuously improving your sales approach through feedback and coaching.

• Experience working with Salesforce or similar CRM platforms. You understand the importance of maintaining accurate account and activity data and using CRM tools to manage pipeline effectively.

• A results-oriented and self-motivated approach. You thrive in a fast-paced, performance-driven environment and take ownership of your goals, activity, and outcomes.

• Authorization to work in the United States. We are unable to provide employment sponsorship now or in the future.

Nice to Have

• Exposure to public sector, GovTech, or procurement-related industries. Familiarity with government agencies, public sector buying processes, or regulated purchasing environments is beneficial but not required.

• Experience selling into organizations with multiple stakeholders. You understand how to build momentum across groups where purchasing decisions involve input from several individuals.

• Experience developing and testing outbound prospecting strategies. Familiarity with creating messaging, refining outreach sequences, and improving engagement through experimentation and iteration is a plus.

• Experience working in a high-growth SaaS environment. Comfortable operating in a dynamic setting where processes evolve, priorities shift, and adaptability is valued.

• Located in the Southeast region of the United States. While this role is fully remote and open nationwide, proximity to the territory is a plus.

What Success Looks Like

• 3 months: You have developed a strong understanding of your territory, buyer personas, and the public sector landscape. You have built a targeted prospecting strategy, refined your outreach messaging, and are consistently generating qualified meetings and pipeline opportunities for the Account Executive team.

• 6 months: You are a trusted pipeline generation partner, consistently delivering qualified opportunities and creating momentum across your territory. Your prospecting efforts are producing reliable results, your Salesforce data reflects a healthy and organized pipeline, and your market insights are helping shape outreach and messaging strategies.

• 12 months: You have established a repeatable process for generating pipeline across your territory, expanded engagement within target agencies, and made a measurable contribution to revenue growth through opportunities that progress through the sales cycle and convert into 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.