Sales Development Representative, Federal Practice

Summary

Innodata is a global data engineering company providing data, evaluation frameworks, and human expertise for trusted artificial intelligence systems. The Sales Development Representative will generate and qualify first meetings with enterprise accounts in the federal practice, researching target accounts, identifying buyers and funding sources, and handing qualified opportunities to enterprise sales. The role focuses on outbound engagement, event-driven meeting generation, qualification, and disciplined Salesforce maintenance without closing sales or performing capture.

Responsibilities

• Outbound engagement against a named account list maintained by Business Development, beginning with prime engineering organizations and commercial accounts serving government end customers
• Account and contact mapping inside target companies, identifying buying centers and the titles that hold internally funded budget, maintained in Salesforce rather than in a personal spreadsheet
• Pre-event attendee and exhibitor research, with meetings booked in advance of travel rather than worked on the show floor
• Qualification calls establishing the program, the buyer, and the funding source, with a written handoff to the receiving seller
• Follow-up against dormant sources of access, including prior requests for information and industry day contacts that have not converted
• Salesforce record maintenance: contact and account creation, activity logging, stage discipline, and duplicate avoidance

Skills

• One to three years in a sales development or business development representative role against an activity or meeting quota, with attainment the candidate can state in figures
• Outbound selling of technical services rather than seat-based or license-based software
• Independent account and contact research producing a named target map, rather than working a list supplied by marketing
• Written outbound that is built on account specifics. Candidates should expect to be assessed on writing
• Disciplined CRM record maintenance, with Salesforce preferred
• Bachelor's degree in any field, or equivalent demonstrated experience in a quota-carrying outbound role
• Outbound into defense primes, systems integrators, or federal agencies
• Event-driven pipeline generation, including pre-event research and booked meetings with outcomes the candidate can describe
• Familiarity with artificial intelligence, data engineering, or machine learning subject matter sufficient to hold a first conversation without solutions engineering support
• Experience supporting a named-account seller rather than working an undifferentiated territory
• Working knowledge of sequencing platforms, LinkedIn Sales Navigator, and contact-data services

Qualifications

Must Haves

• One to three years in a sales development or business development representative role against an activity or meeting quota, with attainment the candidate can state in figures
• Outbound selling of technical services rather than seat-based or license-based software
• Independent account and contact research producing a named target map, rather than working a list supplied by marketing
• Written outbound that is built on account specifics. Candidates should expect to be assessed on writing
• Disciplined CRM record maintenance, with Salesforce preferred
• Bachelor's degree in any field, or equivalent demonstrated experience in a quota-carrying outbound role

Nice to Haves

• Outbound into defense primes, systems integrators, or federal agencies
• Event-driven pipeline generation, including pre-event research and booked meetings with outcomes the candidate can describe
• Familiarity with artificial intelligence, data engineering, or machine learning subject matter sufficient to hold a first conversation without solutions engineering support
• Experience supporting a named-account seller rather than working an undifferentiated territory
• Working knowledge of sequencing platforms, LinkedIn Sales Navigator, and contact-data services