What are the responsibilities and job description for the Sales Development Representative position at ARMS?
Role Description
ARMS is seeking a driven and consultative Sales Development Representative to join our growing team. The Sales Development Representative is the first point of contact between ARMS and prospective public safety agencies. This role is responsible for generating qualified pipeline through disciplined outbound prospecting: building trust and creating high-quality first conversations that advance into discovery meetings for our Account Executives. The SDR reports to the Director of Marketing and works closely with the Sales team to align outreach with campaigns, messaging, and ideal customer profiles.
This is a high-impact, individual contributor role well-suited for a self-starter who thrives in a complex, multi-stakeholder selling environment and has a genuine passion for serving the public safety community.
What You'll Do
Pipeline Development
- Be the face of our company, reaching out to potential customers and introducing them to ARMS.
- Prospect and qualify agencies and decision-makers using structured call blocks, personalized email, LinkedIn, and targeted research.
- Cold call, social and email prospecting to generate interest and schedule meetings.
- Qualify leads to ensure they meet our ideal customer profile.
- Build relationships with prospects to understand their needs and pain points and schedule meetings with the sales team.
- Build and execute multi-touch outreach sequences (phone, email, social, and physical mailers) to establish rapport and earn discovery meetings.
- Partner with Sales and Marketing to test messaging, refine ideal customer profiles, and surface field feedback.
Sales Execution and Tracking
- Partner with the Sales team to effectively transition outbound leads into active sales opportunities
- Maintain accurate CRM records including activities, notes, contact roles, and lead status following the weekly cadence.
What You'll Bring
- 1 years of demonstrable success selling SaaS and/or technology solutions, ideally with direct experience selling to public sector organizations (municipalities, counties, or similar government entities)
- Track record of meeting or exceeding revenue and ARR targets
- Strong consultative selling skills with the ability to clearly articulate product value and ROI to both technical and non-technical audiences
- Proficiency with CRM platforms (HubSpot preferred) and standard sales productivity tools
- Bachelor's degree or equivalent professional experience
Preferred Qualifications
- Prior experience selling into public safety organizations (law enforcement, fire, EMS, emergency management)
- Background working within or alongside public safety agencies — you understand the operational challenges our customers face