Public Sector Inside Sales Representative
Drive pipeline growth and accelerate revenue within federal, state, and local government accounts by qualifying leads, nurturing prospects, and supporting Enterprise Account Executives through complex public sector sales cycles.
Responsibilities
Opportunity Qualification & Pipeline Development
- Qualify inbound and SDR-generated leads to determine fit, buying readiness, stakeholder alignment, and potential opportunity value
- Conduct discovery conversations to understand customer challenges, initiatives, procurement timelines, and organizational priorities
- Maintain a healthy pipeline of qualified opportunities for assigned Enterprise Account Executives
Prospect & Opportunity Nurturing
- Develop and execute engagement strategies to maintain prospect interest throughout extended public sector buying cycles
- Coordinate follow-up activities, educational outreach, and stakeholder engagement efforts
- Build relationships with key influencers, champions, and decision-makers within target accounts
- Ensure opportunities continue progressing through the sales process by maintaining regular contact with stakeholders
Strategic Account Planning
- Collaborate with Enterprise Account Executives to develop and execute account plans for named accounts and target agencies
- Conduct account research to identify organizational priorities, funding sources, buying centers, and key stakeholders
- Map decision-makers, influencers, procurement personnel, and executive sponsors within target organizations
- Assist in identifying whitespace opportunities and expansion potential within existing accounts
Sales Execution & Coordination
- Schedule and coordinate discovery meetings, product demonstrations, and executive briefings
- Maintain accurate CRM records, opportunity updates, stakeholder maps, and activity tracking
- Support proposal development, procurement processes, and customer follow-up activities as needed
- Partner with Marketing, SDRs, and Customer Success teams to maximize account engagement
Qualifications
Required
- 3-5 years of experience in public sector sales, business development, inside sales, or lead qualification
- Strong communication, presentation, and relationship-building skills
- Experience managing multiple opportunities and priorities simultaneously
- Demonstrated ability to work collaboratively within a team-selling environment
- Proficiency with CRM platforms such as Salesforce
Preferred
- Familiarity with enterprise software or SaaS sales
- Understanding of public sector procurement processes and buying cycles
- Experience with account-based sales strategies
- Experience in the physical security industry
Success Metrics
- Qualified pipeline generated
- Opportunity progression and conversion rates
- Stakeholder engagement within target accounts
- Pipeline coverage and forecast accuracy
- Contribution to overall team revenue attainment
Benefits
- Competitive Salary
- Medical, Vision & Dental Benefits
- 401k
- Stock Options
- HSA Contribution
- Learning Stipend
- Flexible PTO Policy
- Quarterly company ME (mental escape) days
- Generous Parental Leave policy
- Home Office Stipend
- Mobile Phone Reimbursement
- Home Internet Reimbursement for Remote Employees
- Anniversary & Milestone Celebrations
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