Sales Development Representative (Central Time Zone)

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.