Sales Development Representative

About the Team

As part of our ClearanceJobs New Business Sales team, you will be a front-facing resource helping drive our constant mission of being the most indispensable career marketplace for the Department of Defense, Homeland Security, and Intelligence contracting community. We are responsible for adding new contractors and government entities searching for candidates that require a U.S. Security Clearance. This is a high-activity outbound team — we go find our customers, we don’t wait for them.

About the Role

This is a true hunter role. As a Sales Development Representative – Outbound, your primary mission is to proactively identify, research, and pursue net-new business through aggressive outbound prospecting — not reactive inbound lead follow-up. You’ll work side-by-side with AI-enabled prospecting tools that surface buying signals, recommend target accounts, and help you prioritize your outreach — so you can spend more time selling and less time searching. As part of a collaborative and learning culture, you will be required to come into the office on Tuesdays, Wednesdays, and Thursdays.

Why We’re Hiring for This Role

This role directly impacts revenue for yourself, the team, and for DHI. The goal is for you to be part of double-digit revenue growth for our next fiscal year and beyond. You will be the tip of the spear — sourcing net-new logos through targeted outbound efforts, building prospect lists with precision tools, and converting cold outreach into qualified pipeline for our Account Executives. We equip our SDRs with AI-enabled tools because we believe the best hunters deserve the best weapons. You bring the instincts and the hustle — the tools bring the intelligence.

What Will Happen Once Hired

• Complete our comprehensive onboarding/training program — including hands-on ramp with our AI-enabled outbound tooling — so you can hit the phones with a full arsenal from day one
• Learn the ClearanceJobs products and services to have quality conversations with potential customers
• Drive new business almost entirely through outbound cold prospecting — including cold calls, cold emails, and social outreach — using ZoomInfo, Sales Navigator, and SalesLoft to build and work targeted account lists daily
• Own your territory: research and map target accounts, identify the right decision-makers and POCs, and develop a systematic outbound cadence to penetrate new logos
• Leverage AI-powered tools to identify intent signals, surface lookalike accounts, and prioritize which prospects to contact first — turning data into pipeline faster than traditional prospecting alone
• Establish and cultivate key relationships via the telephone
• Work closely with internal teams to transfer qualified opportunities to Account Executives
• Become fluent in handling objections on cold calls with sharp, battle-tested talk tracks — and learn how to turn a “not interested” into a booked meeting

As You Progress in This Role

• Master and weaponize our full tech stack — Salesforce, SalesLoft, Nooks, ZoomInfo, GovWinIQ, and LinkedIn Sales Navigator — alongside AI-enabled prospecting tools — to surface new accounts, uncover hidden contacts, and build intelligent outbound sequences that convert
• Continuously sharpen how you use AI to find better targets, write stronger outreach, and increase the efficiency of your prospecting motion — the reps who learn to pair human intuition with AI intelligence will set the pace for the whole team
• Consistently exceed self-set and manager-set goals for outbound activity (dials, emails, sequences) and meeting generation — volume and quality matter
• Build the foundation to step into a full quota-carrying closing role — the hunters who master this seat earn the right to own a full territory

What You Bring to the Team

Required

• Proven outbound prospecting experience — you’ve carried a cold-call quota, worked a sequencer, and know what it takes to generate pipeline from zero
• A true hunter mindset: you’re energized by building something from nothing, and you treat every unanswered dial as data, not defeat
• Resilient and competitive — thrives in team environments, handles objections and rejection, and prioritizes multiple work streams without losing momentum
• Strong written and verbal communication with the ability to craft compelling cold outreach that gets responses
• Hands-on proficiency with outbound tooling: Salesforce, SalesLoft or Outreach, ZoomInfo, and LinkedIn Sales Navigator — you don’t just know the tools exist, you know how to use them to find accounts and contacts no one else is calling
• Curiosity and comfort with AI-enabled sales tools — you don’t have to be a power user on day one, but you embrace technology as a force multiplier and are eager to learn how AI can make your outreach smarter and faster
• Comfortable building your own prospecting lists — you don’t wait to be handed leads, you go find them

Preferred

• SaaS sales experience
• Prior experience using AI-powered prospecting or sales engagement tools (e.g., Clay, Amplemarket, Apollo, 6sense, or similar)
• Experience selling into defense, government, or cleared-community sectors

NOTE: This job description is not intended to be an all-inclusive list of the duties and responsibilities of the job described, nor are they intended to be such a listing of the skills and abilities required to do the job. Rather, they are intended only to describe the general nature of the job as of the date this job description was prepared. Management reserves the right to modify this job in order to meet business needs. 

All qualified applicants will receive consideration for employment without regard to age, race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.