Inside Sales Representative, U.S. State and Local Public Safety

Position Summary

The Inside Sales Representative (ISR) is a seasoned, high-activity new business "hunter" responsible for converting net-new prospects into Sales Qualified Leads (SQLs) and early-stage qualified pipeline. The ISR owns outbound prospecting and rapid inbound follow-up to engage new accounts, run structured discovery, qualify buying intent, and hand off high-quality SQLs to Field Sales (or progress to opportunity where applicable).

This role requires strong prospecting craft (account research, persona-based messaging, multi-touch sequencing), disciplined Salesforce execution, and a conversion mindset: qualify fast, disqualify faster, and create clean, actionable handoffs that accelerate deal velocity.

Primary Outcomes

• Create net-new demand within named segments/territories.
• Convert prospects, MQL/engaged lead, SQL via structured qualification.
• Produce high-quality discovery notes and stakeholder maps that enable Field Sales to advance quickly.
• Maintain a clean, forecastable top-of-funnel with clear next steps and documented intent.

Key Responsibilities

• New Account Prospecting & Outreach (Hunting): Own net-new account penetration through high-volume, multi-channel outbound (phone, email, digital). Build persona-specific messaging for decision makers and influencers, run structured multi-touch sequences, and continuously refine outreach based on response and conversion data to drive discovery meetings.
• Inbound Lead Response & Conversion: Respond rapidly to inbound interest from new prospects, confirm intent and fit, and convert engagement into scheduled discovery calls, demos, or qualification meetings.
• Discovery & Qualification (Prospect to SQL): Lead structured discovery conversations and qualify consistently across Requirement, Funding, Acquisition Path, Timeline, and Stakeholders.
• Meeting Setting & SQL Handoff Excellence; Set high-quality meetings that Field Sales will accept and that convert downstream. Deliver crisp Salesforce handoffs with discovery summary, pain points, required capabilities, procurement route, timeline, risks, and recommended next actions.
• Pipeline Hygiene & CRM Discipline: Maintain high-integrity Salesforce data and enforce disciplined follow-up cadences. Provide weekly top-of-funnel visibility; including activity, conversion rates, SQL yield, and blockers so leadership and Field Sales can act on leading indicators.

Skills & Qualifications

• A minimum of two years of inside sales/SDR/BDR experience in capital equipment or complex tech.
• Proven record creating pipeline, booking demos, and supporting government buying cycles.
• Salesforce and modern sequencing tools proficiency.
• Excellent phone/email presence.
• Ability to obtain site access/badging as needed.
• Bachelor's degree preferred.
• 5+ years of inside sales/SDR/BDR experience in capital equipment or complex tech preferred.
• Preferred: Fed/DOW background and/or sales exposure; familiarity with public safety entities e.g., Law Enforcement, Fire/HazMat, Emergency Response, CBRN.

Additional Information

• Territory: 908 Devices North America
• Compensation: The annualized base pay range for this position at the commencement of employment is expected to be between $73,000 and $93,000 per year; the base pay offered may vary depending on several individualized factors, including market location, job-related skills, and experience. This position may also be eligible to receive additional compensation, such as an annual incentive bonus, sales commission, or long-term incentives.KPIs are measured monthly unless otherwise noted.