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.