Sales Development Representative (Central Time Zone)

Role Overview:

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 & Qualification 

Generate net-new, sales-accepted pipeline through targeted outbound and inbound strategies 

Conduct qualification calls, inquiries, etc., to assess prospect needs, pain points, use cases, funding readiness, and decision-making structure

Ensure opportunities meet defined sales-readiness criteria 

Opportunity Acceleration

Support RSDs by advancing early-stage opportunities, including follow-ups, stakeholder mapping, and re-engagement of stalled prospects 

Assist with multi-threaded outreach strategies within territory to increase opportunity momentum 

Help shorten sales cycles by maintaining target engagement between key sales milestones 

Territory & Account Strategy 

Partner with Marketing and RSDs on territory planning, account prioritization, and campaign activations 

Develop and own outreach strategies for target accounts within assigned territories

Maintain monthly report of existing and key customers in patch

Research industry and trends 

Research competition 

Surface prospect buying signals, including grant opportunities, RFPs, budget cycles, and purchase drivers 

Independently evaluate and prioritize target accounts based on business impact

Attend Tradeshows and Customer Events to prospect and advance opportunities 

Campaign & Program Execution 

Designs and adapts outreach strategies based on account analysis, performance data and marketing strategies aligned to events, webinars, and other marketing initiatives 

Collaborate cross-functionally with Marketing to refine messaging, cadence strategy, and targeting based on performance insights 

Data, Reporting & Systems 

Maintain accurate, timely activity and opportunity records in Salesforce and HubSpot 

Track and analyze individual performance metrics, pipeline contribution, and conversion rates 

Provide regular reporting and insights to leadership on pipeline, trends, and optimization opportunities 

Minimum Qualifications:

2–3 years of quota-carrying SDR, inside sales, or business development experience 

Demonstrated success influencing qualified pipeline and opportunity progression 

Experience supporting complex, multi-stakeholder sales cycles 

Strong discovery, qualification, and consultative communication skills 

High level of professionalism with the ability to build rapport with internal and external stakeholders 

Excellent written and verbal communication skills 

Ability to manage shifting priorities in a fast-paced, high-growth environment 

Proficiency with Salesforce or comparable CRM platforms 

Bachelor’s degree or equivalent professional experience 

Up to 20% Travel required and as needed

Preferred Experience & Attributes:

Experience in B2B SaaS selling to enterprise or public sectors 

Familiarity with public sector, public safety, or regulated industry sales environments 

Experience with marketing automation and sales engagement tools (HubSpot, SFDC, Outreach, etc.) 

Ability to analyze performance data and recommend outreach and qualification strategies

Comfortable 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 outcomes

Owns early-stage pipeline outcome and accountable for sales results

Note: The Company reserves exclusive right in its sole discretion to modify, adjust, delete, add or otherwise change the above at any time.  

About SoundThinking

SoundThinking, 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 SafetySmart™ platform, which includes ShotSpotter®, CrimeTracer, CaseBuilder®, ResourceRouter™, SafePointe®, and PlateRanger™.

Equal Employment Opportunity

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.