What are the responsibilities and job description for the Sales Development Representative position at Windward?
Windward is a global leader in maritime risk analytics, helping organizations make smarter, faster decisions by turning complex maritime data into clear, actionable insights. Our predictive intelligence and real-time insights help public sector stakeholders gain actionable visibility into maritime activity, supporting mission-critical objectives across security, enforcement, compliance, and operational efficiency.
We are looking for a Sales Development Representative (SDR) to advance strategic partnerships and drive early-stage pipeline generation across U.S. public sector customers. This role sits at the front of the public sector revenue engine and is critical to building a qualified pipeline through strong discovery, clear solution articulation, and confident live conversations with government stakeholders.
This is an opportunity for an entrepreneurial, growth-minded professional with a passion for high-tech solutions to make a significant impact in the public sector market.
What you’ll do
- Sourcing and qualifying opportunities across U.S. federal and government agencies
- Research agencies and key stakeholders to drive relevant, contextual outreach
- Conduct outbound prospecting via email, phone and LinkedIn
- Initiate and manage first conversations with prospects, focusing on problem discovery and qualification, primarily through live calls
- Clearly explain Windward’s value in the context of government use cases and operational challenges
- Handle common objections confidently and move conversations toward next steps
- Qualify opportunities before handing off to the Sales Director
- Use AI tools to prepare call talking points, research accounts, and improve performance
- Maintain accurate CRM data and provide clear visibility into pipeline activity
Requirements
- Strong verbal communication skills and ability to think clearly in live conversations
- Comfort and confidence speaking on the phone with senior stakeholders
- Ability to quickly understand and explain technical solutions at a high level
- Curiosity about government operations, procurement, and national security or compliance challenges
- Coachable, structured, and resilient
- (Recommended but not mandatory) Public sector experience as an SDR / BDR in B2B or B2G SaaS
What success looks like
- High-quality meetings that convert into real pipeline
- Strong call performance and objection handling
- Clear understanding of the public sector buyer and sales motion
- Tight alignment and partnership with the Sales Director