Sales Development Representative

As a Sales Development Representative (SDR) - US National Security, you will play a crucial role in generating and qualifying offices to support the NatSec go-to-market team’s efforts in delivering TRM resources to those who need them and, in turn, achieving revenue targets. Your primary responsibilities will include identifying new prospect offices, outbound prospecting, discovering customer needs, acting as an intelligence liaison, and sharing valuable TRM insights and use cases with potential customers in the National Security space. The successful SDR will have previous experiences in similar roles, be a self-starter, be highly motivated and adaptable, and possess excellent communication and interpersonal skills. This is not an entry-level position, as it will require a high level of ownership of a scalable engine to uncover customer needs and how best to meet them.

The impact you will have:

• Drive crucial pipeline generation through deep organizational research
• Work closely with Account Directors to identify and prioritize prospects
• Set target roadmaps to establish key accounts and outbound initiatives
• Act as a customer liaison, uncovering needs, sharing intelligence insights, and guiding prospects during the pre-sales process
• Operate a scalable growth engine that streamlines and shortens the customer timeline to generate wins via a TRM partnership

What we’re looking for:

• Candidate must have an active TS clearance or higher
• Expert knowledge of US Defense or NatSec organizational structures with 10+ years experience in intelligence or procurement or
• 3+ years of experience in an SDR/BDR position with a heavy emphasis on pipeline generation OR professional experience in the National Security/DoD sector.
• Support onsite at conferences and customer-facing engagements, primarily on the East Coast ranging from Florida up to Maryland
• Preferred: Proficiency in utilizing the following tools: Salesforce, Slack, Google Suite, etc.
• Experience in a fast-paced team and growing business, selling enterprise SaaS products
• Formal training in outbound sales function via training programs or a degree in Business, Marketing, or Communication
• Hunter. You find excitement or fulfillment through developing meaningful client relationships, identifying new use cases, obsessing over prospect needs, meeting new contacts, and framing strategies for success
• Adaptable. Goals can change fast. You anticipate and react quickly
• Autonomous. You own what you work on. You move fast and get things done
• Excellent communication. You will need to communicate complex ideas effectively
• Collaborative. You must work collaboratively in a cross-functional team and with people at all levels in an organization
• Curious. You’re a good listener who asks great questions to drive a deep understanding
• Friendly. You’re warm and easy to talk to, conveying ideas efficiently and drawing information out of others by helping them feel at ease
• Experience with virtual currencies, applications, and their use in financial networks is a plus

About the Team:

• Our public sector team thrives on collaboration, always looking out for each other by sharing opportunities and competitive insights. We actively exchange ideas and strategies to boost each other’s sales efforts. Communication is key, and we primarily use Slack, making sure to @mention colleagues for timely responses. Our routine includes weekly 1-on-1 meetings with managers, bi-weekly team meetings, and monthly Pod meetings with the broader support organization. Above all, we prioritize our customers’ missions, and this dedication is reflected in every aspect of our TRM life.
• Our team predominantly operates in the EST timezone, with some members in PST. We start our day around 8:00 am and typically finish after 5:00 pm. While we may work beyond standard hours when necessary, we deeply respect family time and strive not to intrude on it. We’re committed to contributing whenever needed, ensuring our team’s success isn’t confined to a 40-hour workweek.

Learn about TRM Speed in this position:

• Organization: Anability to systematically prioritize and work on a pipeline with 50 to 80 prospects concurrently.
• Sales Campaigns: You’ll develop two new sales campaigns each month to accelerate pipeline growth, with a focus on generating in-quarter opportunities.

Strategic Sales Planning: You’ll regularly update and evaluate a strategic sales plan for all Tier 1 current customers and identify potential Tier 1 prospects on a monthly basis.