Sales Development Representative

Description

Leesburg, VA — Hybrid
Department:
Inside Sales

Reports to:

Inside Sales Manager

The Sales Development Representative (SDR) generates qualified sales opportunities that support Vertosoft’s Government Sales pipeline. This role focuses on outbound prospecting, inbound lead qualification, and early-stage account engagement targeting federal, state, and local government prospects.

As the primary top-of-funnel pipeline driver, the SDR executes structured sales campaigns in partnership with marketing, Inside Sales Representatives, and technology vendor partners. This is a metrics-driven role requiring strong communication skills, disciplined CRM management, and the ability to identify buying signals within the public sector procurement landscape.

This position is designed as a foundational sales role with a clear path toward Inside Sales Representative (ISR) or other revenue-generating positions based on performance and development.

• Execute outbound prospecting campaigns via phone, email, and Linked In targeting government decision makers
• Follow up on marketing-generated leads and campaign responses
• Identify and engage key stakeholders within assigned public sector accounts
• Apply established qualification frameworks to assess opportunity viability
• Gather and document budget, authority, need, timeline, and contract vehicle alignment details
• Schedule qualified discovery meetings for ISR or Account Executive team members
• Maintain accurate and timely records in Salesforce (or designated CRM)
• Track activities, meeting outcomes, and opportunity notes to ensure data integrity
• Collaborate with ISR, Account Executives, marketing, and vendor partners to support campaign execution
• Other duties as assigned

• Meetings booked and accepted by ISR/AE
• Qualified opportunities generated
• Lead-to-opportunity conversion rate
• Activity volume (calls, emails, touches)
• CRM accuracy and compliance
• Demonstrated improvement in qualification quality over time

• BA/BS degree in Business, Marketing, Communications, or related field
• Strong written and verbal communication skills
• Ability to manage time effectively in a metrics-driven environment
• High level of organization and attention to detail

• Internship or experience in sales, customer service, or business development
• Familiarity with CRM platforms (Salesforce, Hub Spot)
• Interest in government procurement or public sector technology

• Competitive base salary with bonus potential
• Pay commensurate with experience
• Comprehensive benefits package including health, dental, vision
• 401(k) with company match
• Paid Time Off (PTO) and all Federal holidays
• Hybrid work schedule (Leesburg, VA)
• Career development, certifications, and growth opportunities
• Successful SDRs may be eligible for promotion to ISR or Account Executive roles based on performance, completion of required training program, and tenure.

Vertosoft is a small business focused on accelerating the adoption of technology in Government. With deep expertise across the government acquisition lifecycle, Vertosoft simplifies how public sector customers access innovative solutions. We combine the agility of a small business with the reach and professionalism of a large organization, providing ethical, reliable, and results-driven service.

At Vertosoft, we value hard work, adaptability, and balance. Our culture encourages excellence and teamwork while supporting employee well-being through a flexible, collaborative work environment.

Vertosoft is an Equal Employment Opportunity Employer. All qualified applicants will be considered without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status, or any other characteristic protected by law.