Sales Development Representative

Title: Sales Development Representative
Department: Lead Development
Posting Location: Remote
This is a remote role. Candidate’s must already live in the Pacific or Mountain time zones of the United States.
About Lexipol
At Lexipol, our mission is to create safer communities and empower the individuals on the front lines with market-leading content and technology. Our top-notch team works closely with law enforcement, fire, EMS, corrections, and local government professionals to tailor our solutions to better address today’s challenges and keep first responders coming home safely at the end of each shift.
Working at Lexipol means making a difference – day in and day out.
The Work:
The SDR team makes initial contact via outbound calls and emails with prospective clients. We have
interest generating conversations with prospects about our solutions. During the calls, we qualify
prospects and determine product fit. We drive the prospecting and lead engagement portion of the
sales funnel at Lexipol.
As a Sales Development Representative, you will be responsible for generating new business
opportunities by making outbound calls and setting appointments for our software-as-a-service
(SaaS) sales team. You will be the first point of contact with potential customers, so a positive and
professional attitude is a must. This is a performance-based role, where success will be measured by
efficiency and effectiveness of activities in generating interest in our solutions and setting qualified
appointments for the sales team. This position is remote.
At Lexipol, our SDRs have a higher-level role than many companies. We follow a need’s-based
solution selling process. In calls with prospects, you will heighten prospects’ interest in our solutions.
This is done through working in these areas of focus:
Key Performance Objectives:
SDR Quarterly Revenue – Achieve / exceed quota targets (30%)
Create a territory prospecting plan in collaboration with partnered SAEs.
Execute daily on the prospecting plan.
We follow this process daily: Plan, execute, assess, adjust, execute.
In the assessment phase of the process, we assess the effects of the actions we take and the
behaviors we do. We make adjustments, or pivots, to actions in order to meet objectives.
Cross-sell prospects on our various solutions.
Partner with your aligned Senior Account Executive to develop the territory in manner that
consistently meets or exceeds revenue quota.
SDRs generate a pipeline of new opportunities at levels to achieve targeted revenue goals
Outbound Prospecting Activities (50%)
50 Activities or more per day are reached through a combined total of emails and phone calls.
Conduct outbound calls to prospective customers to introduce our software solutions, qualify
leads, and schedule appointments for our sales team.
Research and identify new potential customers and decision makers within target accounts.
Keep accurate records of prospecting activities and sales opportunities in Salesforce.
Collaborate with sales and marketing teams to ensure alignment on messaging and
strategies.
Continuously improve sales skills and product knowledge through training and coaching.
Conduct educational calls as well as a needs assessment of each prospect.
We do this as part of our process of scheduling a solution meeting with one of our SAEs.
Build a pipeline of online demo meetings for your partnered SAEs for the following week.
Consistently book 10 demos that occur each week for your partnered SAEs.
Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and
moving up the curve.
Maintain CRM system daily by documenting thorough and accurate customer and pipeline
information.
Find untapped revenue through gathering referrals, referred introductions, and intel, and
network to find out where we could generate significant new business.
Consistently follow our communication cadence pattern with prospective agencies.
Uncover and discover additional opportunities for Lexipol to partner with the agency through
utilization of our products and services.
Aligning our solutions through a needs-based assessment process (10%)
We Assess How Each Agency Is:
Managing, disseminating, and maintaining their policies.
Conducting their training, and what their training goals and requirements are.
Approaching wellness initiatives: Do they have wellness resources in place? If they do, we
assess wellness resource utilization and the effectiveness of engagement by department
personnel and their families.
Foster a culture of collaboration and teamwork (10%)
Work with internal stakeholders, including Senior Account Executives, Customer Success
Managers, and Business Development Managers to optimize growth with prospects and
customers.
Partner with, inspire, and provide effective communications with multiple levels of personnel
within Lexipol.
Required Qualifications:
Requirements: To be considered for this role, you will have this experience:
1-2 years of experience in outbound sales or appointment setting, preferably in a SaaS or
technology-related field
Excellent communication and interpersonal skills, with the ability to build rapport and establish
trust with potential customers
Results-driven and comfortable working in a fast-paced, high-growth environment
Familiarity with Salesforce and/or other CRMs for tracking and prospecting
Preferred Experience:
Preferred Experience:
Consistent track record of meeting sales targets in a territory
Excellent prospecting and telephone sales abilities.
Proven ability to rapidly build rapport and gain the confidence of prospects and clients.
Public safety centric consultative sales approach.
Proven ability to self-manage daily sales tasks, activity, and quota attainment.
Proficient with Salesforce, Microsoft Office Suite applications, or other CRM.
Documentation Mindset: willingly enter high levels of documentation to facilitate the sales
process.
Target Outcomes/Success Metrics:
Target Outcomes/ Target Results:
Achieve objectives
Monthly/Quarterly sales goal attainment
Increasing/Improving mental/physical wellness resources available to the public safety
community as well as our other solutions designed to increase the safety and effectiveness
of first responders and the safety of our communities.
Weekly activity goal attainment
Onboarding:
Two-week training process
Week One: Learn the market, the industry, and Lexipol products and solutions
Week Two: Learn and train on operations: use of Salesforce Lightning Console; sales and
prospect qualification process.
Train with senior SDRs on what they do daily each training week. We refer to this type of
observational training as “shadowing”.
Observe online demos presented by Senior Account Executives.
Employee Value Proposition:
Employee Value Proposition:
Autonomy. This position is remote.
Professional Development: we have a strong culture of personal development and
professional growth
The workload and commitment of our team is best suited to individuals looking for high-paced,
high activity level, challenging, and varied assignments.
This demanding position has predictable weekday work hours
Career pathing: successful high performance in this role can open opportunities to move into
roles such as an SDR Team Lead, Customer Success Manager, or Senior Account Executive.
We have a very high client retention rate.
We have very positive reputation in the industry. This leads to a high call to appointment ratio.
Sense of purpose serving those who have signed up to protect our families every day
Making a greater community impact across multiple states in a region
Attractor Factors For Working On This Team:
Professional team culture/environment
Continuous appreciation of effort and job well done
Contributor to processes and best practices
Opportunity and culture of owning it that positively impacts both
personal/professional aspects
Benefit from mentoring and coaching by both SDR Team Leads and SDR Managers
Work and collaborate with a group of passionate and enthusiastic professionals that
are dedicated to making a differen

Work arrangement
Yes