Sales Development Representative (SDR)

Job Purpose

The Sales Development Representative (SDR) is responsible for building and qualifying the sales pipeline by identifying, engaging, and scheduling meetings with prospective customers. This role is critical to scaling revenue at an early-stage startup and will work closely with leadership, marketing, and product teams to refine messaging and target markets. The Sales Development Representative (SDR) will be the first point of contact for many prospects and plays a key role in shaping how Relief Compass is perceived by government agencies, nonprofits, healthcare organizations, and disaster response partners.

Main Responsibilities

Pipeline Generation & Prospecting · Research and identify prospective customers across:

• Local, state, and federal government agencies 
• Nonprofit and humanitarian organizations 
• Healthcare and community-based organizations 

· Execute outbound prospecting via email, phone, LinkedIn, and targeted campaigns

· Follow up on inbound leads from demos, events, referrals, and partnerships

· Maintain accurate prospect and activity records in CRM

Lead Qualification

· Qualify prospects using defined criteria (budget, authority, need, timeline)

· Understand customer pain points related to:

• Disaster response coordination 
• Case management 
• Warehouse and logistics tracking 
• Compliance and reimbursement workflows 

· Determine readiness for a product demo or deeper sales engagement

· Schedule qualified meetings for Implementation Specialist of Relief Compass Leadership Messaging & Market Feedback

· Communicate Relief Compass’s value proposition clearly and concisely

· Tailor outreach messaging based on sector (government, nonprofit, healthcare)

· Capture and share prospect feedback with sales and product teams

· Continuously refine scripts, email templates, and outreach strategies

Collaboration & Enablement

· Work closely with:

• Leadership on target account lists and outreach strategy 
• Marketing on campaigns, messaging, and content performance 
• Product team to stay informed on features, roadmap, and use cases 

· Support conference and follow-up and partner-driven leads

Scope and Travel

Travel: 5-15%

Qualifications

· Associate’s or Bachelor’s degree in progress or completed.

· Experience selling to government, nonprofit, healthcare, or regulated industries

· Exposure to RFP/RFQ-driven sales cycles

· Understanding of compliance-driven environments (e.g., grants, reimbursement, reporting)

· Startup or early-stage company experience

· Experience supporting founder-led sales motions

Experience

· 1–3 years of experience in sales development, business development, or outbound sales

· Experience selling B2B SaaS, technology solutions, or professional services

· Strong written and verbal communication skills

· Comfortable with outbound prospecting and rejection

· Ability to research accounts and tailor outreach

· Highly organized with strong follow-through

· Familiarity with CRM tools and sales engagement platforms

Skills & Competencies

· Clear, concise, and professional email writing

· Ability to tailor messaging by audience:

• Government officials 
• Nonprofit leaders 
• Program managers 
• IT and operations stakeholders 

· Able to work independently and efficiently to meet deadlines.

· Confident phone and video presence

· Ability to explain value propositions without jargon overload

· Comfortable engaging senior and frontline stakeholders

· Self-motivated, solutions driven, detail-oriented and organized.

· Follows up persistently and professionally

· Handles rejection constructively

· Manages multiple accounts and follow-ups

· Prioritizes high-impact outreach

· Balances commercial goals with ethical engagement