Sales Development Representative

Sales Development Representative Overview:

Reporting directly to the Revenue Operations Leader, the Sales Development Representative SDR) will be responsible for generating interest and qualifying leads with target school districts within assigned territories.

The SDR will work actively with our field sales team to identify target school districts and implement outreach cadences to generate and qualify leads for our products. The GDR will also work extensively within our marketing automation and AI-powered tools to identify, develop, and qualify leads for our field sales team. This role also manages and maintains our lead process protocols to ensure all qualified sales leads are properly distributed and tracked in our sales support systems.

Our Sales Development Team thrives on culture and collaboration, so working together 2-3 days a week in one of our two offices - Alpharetta and Atlanta - is required.

Sales Development Representative Responsibilities:

• Generate new business pipeline primarily through outbound prospecting
• Operate within RevOps at the intersection of Sales and Marketing, working inside a centrally coordinated outreach cadence that sequences prospect touches across Demand Gen, SDR, and Sales to prevent duplicate or conflicting outreach
• Design effective outbound prospecting sequences to effectively contact target school districts
• Engage and qualify prospects using agentic-powered workflows, insights, and automated intelligence
• Utilize AI agents to research accounts, tailor messaging, and execute high-quality outreach at scale, alongside core sales tech stack
• Activate demand by delivering personalized engagement across email, phone, social, and in-product channels
• Partner with Demand Generation to act on campaign and account signals in real time, prioritizing outreach based on the most current marketing and sales intelligence available
• Carry and consistently deliver against a quota and activity metrics, tracked through Salesforce/Gong, and reported in a weekly goal-setting and readout cadence
• Represent Incident IQ at industry conferences, trade shows, and marketing-hosted events, including independently engaging prospects and conducting account drop-ins as needed
• Work strategically with your field sales partner on a Go-to-Market strategy

Sales Development Representative Requirements:

• Four (4) year college degree, or equivalent
• Experience or interest in working with AI-powered sales engagement tools to improve prospecting efficiency and outreach quality
• Sales tech experience - Primarily Salesforce, Gong, and Qualified to maximize performance and efficiency
• High energy, high activity personality and personal drive