Sales Development Representative (Central Time Zone)

Sales Development Representative (SDR) The Sales Development Representative (SDR) is responsible for generating, qualifying, and accelerating high-quality pipeline and sales across public sector (municipal, county, state agencies) and select private sector verticals aligned to SoundThinking's solution portfolio.This role is a collaborative, strategic partner to Regional Sales Directors (RSD) in territory and product planning, pipeline execution and bookings from start to finish. This role sets the strategy for early-stage discovery, qualification, and opportunity acceleration for a defined set of Accounts.The ideal candidate is a revenue-minded, data-driven professional who understands complex, multi-stakeholder buying environments and can translate prospect challenges and pain points into solution-aligned conversations.Essential Duties & Responsibilities Pipeline Generation & QualificationGenerate net-new, sales-accepted pipeline through targeted outbound and inbound strategiesConduct qualification calls, inquiries, etc., to assess prospect needs, pain points, use cases, funding readiness, and decision-making structureEnsure opportunities meet defined sales-readiness criteriaOpportunity AccelerationSupport RSDs by advancing early-stage opportunities, including follow-ups, stakeholder mapping, and re-engagement of stalled prospectsAssist with multi-threaded outreach strategies within territory to increase opportunity momentumHelp shorten sales cycles by maintaining target engagement between key sales milestonesTerritory & Account StrategyPartner with Marketing and RSDs on territory planning, account prioritization, and campaign activationsDevelop and own outreach strategies for target accounts within assigned territoriesMaintain monthly report of existing and key customers in patchResearch industry and trendsResearch competitionSurface prospect buying signals, including grant opportunities, RFPs, budget cycles, and purchase driversIndependently evaluate and prioritize target accounts based on business impactAttend Tradeshows and Customer Events to prospect and advance opportunitiesCampaign & Program ExecutionDesigns and adapts outreach strategies based on account analysis, performance data and marketing strategies aligned to events, webinars, and other marketing initiativesCollaborate cross-functionally with Marketing to refine messaging, cadence strategy, and targeting based on performance insightsData, Reporting & SystemsMaintain accurate, timely activity and opportunity records in Salesforce and HubSpotTrack and analyze individual performance metrics, pipeline contribution, and conversion ratesProvide regular reporting and insights to leadership on pipeline, trends, and optimization opportunitiesMinimum Qualifications 2–3 years of quota-carrying SDR, inside sales, or business development experienceDemonstrated success influencing qualified pipeline and opportunity progressionExperience supporting complex, multi-stakeholder sales cyclesStrong discovery, qualification, and consultative communication skillsHigh level of professionalism with the ability to build rapport with internal and external stakeholdersExcellent written and verbal communication skillsAbility to manage shifting priorities in a fast-paced, high-growth environmentProficiency with Salesforce or comparable CRM platformsBachelor's degree or equivalent professional experienceUp to 20% Travel required and as neededPreferred Experience & Attributes Experience in B2B SaaS selling to enterprise or public sectorsFamiliarity with public sector, public safety, or regulated industry sales environmentsExperience with marketing automation and sales engagement tools (HubSpot, SFDC, Outreach, etc.)Ability to analyze performance data and recommend outreach and qualification strategiesComfortable and proficient with generative AI tools (ChatGBT, Claude, Grok, Comet, Gemini...) to conduct research and help craft account engagement strategies.Independent, creative problem solver with an entrepreneurial mindset and a strong passion driving business outcomesOwns early-stage pipeline outcome and accountable for sales resultsSoundThinking, Inc. (Nasdaq: SSTI) is a leading public safety technology company that delivers AI- and data-driven solutions for law enforcement, civic leadership, and security professionals. The company serves more than 300 customers and approximately 2,100 agencies through its SafetySmartTM platform, which includes ShotSpotter, CrimeTracer, CaseBuilder, ResourceRouterTM, SafePointe, and PlateRangerTM.SoundThinking provides equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, national origin, age, disability, genetics, veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by applicable federal, state, or local law. SoundThinking is committed to building a diverse and inclusive team that reflects the communities it serves.