Sales Development Representative (SDR)

Qualification and handoff (about 15%)

• Qualify prospects on core criteria, such as: Do they handle, or expect to handle, CUI or FCI under DoD contracts? Are they subject to DFARS 252.204-7012 and an upcoming CMMC Level 2 requirement? What is their timeline (contract award, prime flow-down, assessment date)? Who manages their IT today (internal team, MSP, none)? Who are the decision-makers and influencers?
• Do they handle, or expect to handle, CUI or FCI under DoD contracts?
• Are they subject to DFARS 252.204-7012 and an upcoming CMMC Level 2 requirement?
• What is their timeline (contract award, prime flow-down, assessment date)?
• Who manages their IT today (internal team, MSP, none)?
• Who are the decision-makers and influencers?
• Document every conversation clearly in the CRM and give AEs a clean, complete handoff.
• Route partner-sourced and MSP-related leads according to channel rules of engagement.

Market and partner support (about 10%)

Learning and development (about 5%)

Required Qualifications

• Bachelor's degree or equivalent work, military, or life experience.
• 0–2 years of experience in sales, customer service, hospitality, recruiting, or any role involving frequent conversations with people.
• Clear, professional writing and phone presence.
• Comfort with rejection and a consistent, goal-oriented work style.
• Strong organization and time management; able to manage high-volume activity accurately.
• Comfort learning technical and regulatory topics and explaining them in plain language.
• Basic familiarity with Microsoft 365 and willingness to learn a CRM and sales engagement tools.
• U.S. citizenship or U.S. person status

Preferred Qualifications

• Internship or early-career experience in B2B sales, preferably SaaS or technology.
• Exposure to cybersecurity, IT, government contracting, manufacturing, or the defense industry.
• Military service or a background in defense or aerospace.
• Experience with Salesforce or HubSpot, LinkedIn Sales Navigator, ZoomInfo or Apollo, and Outreach or Salesloft.
• Interest in earning a cybersecurity or compliance credential (for example, CompTIA Security+ or CyberAB Certified CMMC Professional).