SDR / BDR Lead, vialytics

• Our ideal candidate brings experience in govtech, public-sector SaaS, or adjacent regulated markets and has already operated somewhat in an SDR environment using AI tools
• You understand which signals matter, how to build sequences that respect a municipality's buying cycle, and why a 'meeting booked' means nothing without foundational discovery already embedded
• The person in this role must be comfortable spending some of their time generating real pipeline results while building/ optimizing the infrastructure. There is no hand-off moment where 'building' ends and 'executing' begins — both are constant, and the expectation is that results are visible throughout the growth phase, not deferred until the playbook is complete
• 3+ years of experience in a Sales Development, Business Development, or related outbound role
• Proven track record as a high-performing IC — you have consistently hit or exceeded personal pipeline and meeting targets, not just managed others who did
• Native-level fluency with AI in an SDR context: you have configured, deployed, and iterated on AI-powered prospecting and outreach tools — not just used them
• Demonstrated experience working alongside or within Revenue Operations to build workflows, not just execute them
• Strong understanding of the public-sector / govtech buying environment: long cycles, committee decisions, budget timelines, procurement constraints
• Proficiency with modern GTM stack: CRM (Salesforce or HubSpot), sequencing platforms, signal/intent tools, and at least one AI agent or automation layer
• Exceptional written and verbal communication — able to craft personalized, credible outreach to senior government officials
• Comfort operating in an ambiguous, build-as-you-go environment where you are simultaneously the strategist, the executor, and the proof of concept

Desirable

• Reports To: VP of Sales US
• Vialytics is looking for an SDR/BDR Lead — someone who is both a builder and a doer. This is a strategic individual-contributor leadership role for someone who has strong experience testing and successfully deploying AI tools to optimize SDR work
• In this role you’ll work with the team to design AI-assisted prospecting workflows, deploy intelligent agents in partnership with Revenue Operations, interpret buying signals, and deliver highly qualified, discovery-ready opportunities to both our direct sales force and our channel partner network
• Prospect, outreach, and book qualified meetings yourself — every week — while simultaneously building the workflows, sequences, and agent stack that will eventually scale this motion in collaboration with the Revenue Operations Team
• Treat your own activity as the first proof point for every process you design: if it does not work for you as an IC, it will not scale to a team
• Maintain personal pipeline metrics and report on IC-level results alongside system-level performance — both matter, always
• Design, deploy, and iterate on AI agents and automation workflows that prospect, personalize outreach, and surface buying intent signals across target municipal accounts
• Partner closely with Revenue Operations to select, configure, and optimize SDR-facing AI tools (signal platforms, sequencing tools, conversational intelligence, LLM-based personalization)
• Continuously monitor agent performance and tune prompts, triggers, and sequences based on conversion data — treating the tech stack as a live system, not a set-and-forget tool
• Monitor and act on intent signals: budget cycles, RFP activity, leadership transitions, infrastructure grant announcements, and digital transformation initiatives at the city and county level
• Build and maintain a signal-to-action playbook that connects external triggers to specific outreach strategies and messaging frameworks
• Work with the data team to ensure CRM hygiene and account scoring models reflect real-world govtech buying behavior
• Produce not just 'meetings' but qualified pipeline events: introductory calls where basic discovery has already been embedded in the pre-meeting exchange and summarized for the receiving AE or partner
• Develop multi-channel outreach sequences (email, phone, LinkedIn, community/association presence) tailored to public-sector personas (IT Directors, City Managers, Public Works, Procurement)
• Ensure every handoff includes a structured briefing: account context, pain signals identified, stakeholder map, and next-step recommendation
• Serve as the primary SDR voice in RevOps sprint cycles — bringing field observations back into tooling decisions, workflow design, and reporting infrastructure
• Contribute to the design of the handoff protocol between SDR-generated opportunities and the direct sales team or channel partner, ensuring a frictionless transition via CRM and deal management systems
• Maintain real-time visibility dashboards for pipeline activity, outreach performance, and funnel conversion rates
• Develop an SDR motion specifically designed to support channel partners — generating sourced leads, co-marketing touchpoints, and jointly qualified opportunities that flow cleanly into partner deal registration
• Coordinate with the channel team to align on territory, personas, and messaging to avoid duplication and maximize partner-led pipeline
• In your first 90 days:
• You are personally generating pipeline — real opportunities, real outreach, real results — from week one
• AI-assisted outreach workflows are live and producing initial pipeline data
• Signal playbook drafted and validated with Revenue Operations
• Handoff protocol agreed upon with Sales and Channel teams
• In your first 6 months:
• Consistent generation of qualified, discovery-ready opportunities for both direct AEs and channel partners — as an IC
• AI agent stack is measurably improving outreach efficiency (response rate, time-to-meeting, meeting-to-opportunity conversion)
• Documented playbook exists and is ready to onboard the next hire
• You have identified at least two process improvements that reduce pipeline latency
• At 12 months:
• A repeatable, AI-native SDR engine is in place — scalable, documented, and proven by your own results
• You are recognized internally as both the top individual contributor in pipeline creation and the subject-matter authority on AI-enabled sales development
• The foundation is set to hire and coach the next SDR(s) into a system that already works