Sales Development Representative, Federal Practice

Scope of the Role: 

Generates and qualifies first meetings at enterprise accounts served by the federal practice: defense prime contractors, systems integrators, and security and autonomy companies whose end customers are government. The position works a named target account list, obtains access, establishes the program and the funding source, and hands the meeting to the Director of Enterprise Sales.

This position does not close and does not perform capture. Its output is qualified access.

Innodata’s federal practice supplies the data and evaluation layer beneath AI systems: corpus triage and curation, dataset engineering and release, and independent model and agent evaluation. The buyer sits in an engineering, data science, or chief technology organization rather than in procurement, and the budget is typically company-funded engineering money rather than program scope.

What You’ll Own:

• Outbound engagement against a named account list maintained by Business Development, beginning with prime engineering organizations and commercial accounts serving government end customers.
• Account and contact mapping inside target companies, identifying buying centers and the titles that hold internally funded budget, maintained in Salesforce rather than in a personal spreadsheet.
• Pre-event attendee and exhibitor research, with meetings booked in advance of travel rather than worked on the show floor.
• Qualification calls establishing the program, the buyer, and the funding source, with a written handoff to the receiving seller.
• Follow-up against dormant sources of access, including prior requests for information and industry day contacts that have not converted.
• Salesforce record maintenance: contact and account creation, activity logging, stage discipline, and duplicate avoidance.

You’ll Thrive in This Role If You Have:

• One to three years in a sales development or business development representative role against an activity or meeting quota, with attainment the candidate can state in figures.
• Outbound selling of technical services rather than seat-based or license-based software.
• Independent account and contact research producing a named target map, rather than working a list supplied by marketing.
• Written outbound that is built on account specifics. Candidates should expect to be assessed on writing.
• Disciplined CRM record maintenance, with Salesforce preferred.
• Bachelor’s degree in any field, or equivalent demonstrated experience in a quota-carrying outbound role.

Preferred Qualifications: 

• Outbound into defense primes, systems integrators, or federal agencies.
• Event-driven pipeline generation, including pre-event research and booked meetings with outcomes the candidate can describe.
• Familiarity with artificial intelligence, data engineering, or machine learning subject matter sufficient to hold a first conversation without solutions engineering support.
• Experience supporting a named-account seller rather than working an undifferentiated territory.
• Working knowledge of sequencing platforms, LinkedIn Sales Navigator, and contact-data services.

The expected salary range for this position is $70,000 – $80,000 USD per year, based on experience, skills, and qualifications.