Sales Development Representative – REMOTE
At Lexipol, our mission is to create safer communities and empower the men and women on the front lines with market‑leading content and technology. Our top‑notch team works closely with law enforcement, fire, EMS, and corrections professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.
Working at Lexipol means making a difference – day in and day out.
The Work
As a Sales Development Representative (SDR) at Lexipol, you will generate new business opportunities by making outbound calls, engaging prospects, and setting qualified appointments for our SaaS sales team. You’ll be the first point of contact with potential customers, qualifying product fit and building interest through a needs‑based, solution‑selling process. SDRs at Lexipol play a higher‑level role than at many companies, driving the lead engagement portion of the sales funnel while collaborating with a passionate team dedicated to making a difference.
SDR Quarterly Revenue – Achieve / exceed quota targets (30%)
- Create a territory prospecting plan in collaboration with partnered SAEs
- Execute daily on the prospecting plan
- Plan, execute, assess, adjust, execute – we follow this process daily
- Cross‑sell prospects on our various solutions
- Partner with your aligned Senior Account Executive to develop the territory in a manner that consistently meets or exceeds revenue quota
- SDRs generate a pipeline of new opportunities at levels to achieve targeted revenue goals
Outbound Prospecting Activities (50%)
- 50 activities or more per day are reached through a combined total of emails and phone calls
- Conduct outbound calls to prospective customers to introduce our software solutions, qualify leads, and schedule appointments for our sales team
- Research and identify new potential customers and decision makers within target accounts
- Keep accurate records of prospecting activities and sales opportunities in Salesforce
- Collaborate with sales and marketing teams to ensure alignment on messaging and strategies
- Continuously improve sales skills and product knowledge through training and coaching
- Conduct educational calls as well as a needs assessment of each prospect
- Build a pipeline of online demo meetings for your partnered SAEs for the following week
- Consistently book 10 demos that occur each week for your partnered SAEs
- Follow a disciplined approach to maintaining a rolling pipeline; keep pipeline current and moving up the curve
- Maintain CRM system daily by documenting thorough and accurate customer and pipeline information
- Find untapped revenue through gathering referrals, referred introductions, and intel, and network to find out where we could generate significant new business
- Consistently follow our communication cadence pattern with prospective agencies
- Uncover and discover additional opportunities for Lexipol to partner with the agency through utilization of our products and services
Aligning our solutions through a needs‑based assessment process (10%)
- Managing, disseminating, and maintaining their policies
- Conducting their training, and what their training goals and requirements are
- Approaching wellness initiatives: Do they have wellness resources in place? If so, we assess resource utilization and the effectiveness of engagement by department personnel and their families
Foster a culture of collaboration and teamwork (10%)
- Work with internal stakeholders, including Senior Account Executives, Customer Success Managers, and Business Development Managers to optimize growth with prospects and customers
- Partner with, inspire, and provide effective communications with multiple levels of personnel within Lexipol
Requirements: To be considered for this role, you will have this experience
- Minimum of 2 years of experience as an SDR, BDR, Account Executive, or SAE, within the most recent three years, responsible for outbound sales or appointment setting in a SaaS or technology‑related field other than telecom is required
- Excellent prospecting and telephone sales abilities
- Strong job tenure with history of success
- Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with potential customers
- Proven ability to rapidly build rapport and gain the confidence of prospects and clients
- Results‑driven and comfortable working in a fast‑paced, high‑growth environment
- Professional experience with Salesforce and/or other CRMs for tracking and prospecting
Preferred Experience
- Consistent record of accomplishment of meeting sales targets in a territory
- Public safety centric consultative sales approach
- Proven ability to self‑manage daily sales tasks, activity, and quota attainment
- Proficient with Salesforce, Microsoft Office Suite applications, or other CRM
- Documentation mindset: willingly enter high levels of documentation to facilitate the sales process
Target Outcomes / Target Results
- Achieve objectives
- Monthly/quarterly sales goal attainment
- Increasing/improving mental/physical wellness resources available to the public safety community and other solutions designed to increase the safety and effectiveness of first responders
- Weekly activity goal attainment
Onboarding
- Two‑week training process
- Week One: Learn the market, the industry, and Lexipol products and solutions
- Week Two: Learn and train on operations; use of Salesforce Lightning Console; sales and prospect qualification process
- Train with senior SDRs on what they do daily each training week; we refer to this type of observational training as “shadowing”
- Observe online demos presented by Senior Account Executives
Top Performing SDR Value Proposition
- Professional Development: strong culture of personal development & professional growth
- ⌛ Predictable weekday work hours