Sales Development Representative

About ClearGov

Our mission is to create easy-to-use software to help local governments plan, budget and report better. ClearGov is a rapidly growing, venture-funded SaaS company that offers a complete planning, budgeting and financial reporting suite that enables local governments to plan, build, and present their financials more efficiently and effectively. We’re a mission-driven company that envisions a world where modern software enables every local government to best serve and improve its community.

Our software is utilized nationwide by more than a thousand towns, cities, school districts, and other local agencies that are part of the ClearGov community, and we’re adding more every day. We’ve been named to the “GovTech 100” for eight years running, and we’re on BostInno’s “50 On Fire” list, as well. ClearGov also earned a place on the Inc. 5000 list of America’s Fastest Growing Companies for four consecutive years: 2021, 2022, 2023, and 2024.

The ClearGov team is a tight-knit group of talented folks who are passionate about our mission and committed to building a positive, productive company culture. We believe in a work-hard/play-hard environment, and every day, we strive to get better at our work, all while being considerate, trustworthy, and transparent in everything we do.

Core Values

• Be Clear: We strive to be open in all that we do because we believe that transparency is the foundation upon which all meaningful relationships are built.
• Be Trustworthy: We always act with integrity and keep our word because we believe that honest people are authentic, consistent, and dependable and that those traits form the cornerstone for success and well-being.
• Be Considerate: We are mindful about the impact that our comments and actions will have on others because we want to build a compassionate, inclusive environment that nurtures all individuals and communities.
• Be Positive: We believe that the first step in getting something done is believing that it can be done because we know that positive energy brings enthusiasm, excitement, and empowerment to the team.
• Be Better: We constantly ask ourselves, "How can we do this better?" because we know that our families, colleagues, investors, and customers depend on the results we deliver every day.
• Be Fierce: We seek to have bold conversations that interrogate reality and provoke learning to help us tackle our toughest challenges and enrich relationships.
• Be Fun: We value the lighter side of life because we believe that balance, laughter, and enjoying every moment fuel the soul.

About the Opportunity

We’re looking for a Sales Development Representative (SDR) with a zeal to win, a kind heart, an unwavering team spirit, a positive attitude and a great sense of humor to join our rapidly growing team.

The SDR will be charged with building the sales pipeline to support our rapidly growing business. As an SDR, you will coordinate closely with our Account Executives to support research and prospecting activities for new accounts to secure a steady flow of new qualified opportunities.

Often, the SDR has the first (and therefore the most important) opportunity to make a positive impression on a prospect, so you will be responsible for starting an experience that will set the stage for effective sales follow-up.

The successful candidate will be a self-starter, with high energy, positive phone presence, have a team player mentality, display grit and perseverance, and is willing to take coaching advice and apply it immediately. You will be a key player on an incredible team as we execute our mission to help local governments and school districts be better.

Key Responsibilities:

• Build a qualified pipeline via cold outreach to local government and K-12 school district customers
• 60-70 cold calls per day, at minimum, to local government and K-12 prospects
• 50+ emails per day, at minimum, to local government and K-12 prospects
• Book 60+ demos per quarter within assigned territory
• Coordinate with Account Executives in order to develop a strategic plan to optimize pipeline creation and growth
• Prospect and pitch ClearGov product solutions in order to set demos with Solutions Advisors
• Effectively communicate ClearGov value propositions to prospective customers and overcome potential objections.
• Build and manage prospecting lists and activities in CRM (Salesforce.com) and prospecting tool (Gong)
• Work all inbound marketing leads within prescribed SLAs
• Deliver feedback to ClearGov Demand Gen team regarding inbound leads
• Maintain CRM hygiene with accurate, timely, and detailed task disposition, data updates, and notes

Critical Skills/Experience:

• 1 year (or more) of Saas sales development, sales, telesales, or fundraising experience required
• Superior pre-call planning, opportunity qualification and objection handling skills
• Consistent track record of achieving or exceeding lead generation targets
• Solid communication skills – both verbal and written
• Salesforce.com (or other CRM), Microsoft Office/Google Docs experience required
• Proven ability to influence via indirect authority
• Ability to work in a fast-paced, startup environment
• Direct lead generation experience or internship in sales and/or lead generation a PLUS
• Direct experience selling to government entities a PLUS 

The Ideal ClearGov Candidate:

• Positive and energetic phone skills
• Excellent listening skills
• Self-motivated, self-starter
• Sticks with activities and responsibilities when tough, at times
• Great communicator; strong oral and written skills
• Hands on problem solver that enjoys cracking difficult nuts
• Desire to be better; enjoys learning new ways to improve skills
• Quick study – able to pick up and apply new concepts in a hurry
• Track record of achievement
• Enjoys working on teams but succeeds even when flying solo
• Demonstrates an entrepreneurial spirit and gets stuff done

Your First 90 Days and Beyond:

• Our approach to onboarding is a combination of classroom (Zoom), self learning (videos and reading), and shadowing fellow SDRs
• Week One
• You will be provided information about ClearGov, our products, the customers we serve, our prospecting approach (including messaging, objection handling, and closing the demo), and use of our internal sales tools (Salesforce and Gong)
• In addition, you will also be working with fellow SDRs to observe their calls and processes
• Week Two
• By your second week, you will be on the phone making cold calls yourself. We use a combination of manager shadowing and scorecarding to help coach all SDRs, not just the new folks
• First Month
• By 30 days of employment, you should be comfortable with the pitch and processes, and will be starting to become a productive member of the team
• Second Month 
• By 60 days of employment, you should see an increase in productivity, along with a deeper understanding of the products ClearGov has to offer
• Third Month & Beyond
• After 60 days, you should be fully ramped and regularly setting demos on a daily basis
• Career Pathing
• We truly care about your development here at ClearGov and work with you to find your next play after sales development. The most common career path is to a Solutions Advisor (AE) position; However, we have had SDRs promoted to the Customer Success, Marketing, and Cross Sell teams, as well
• We use the GROW methodology of career coaching in which we actively work with you in setting goals and developing action plans in order to obtain them
• After 12 months of high performance and good standing in the SDR role, you will be eligible to apply internally for other opportunities available based upon business needs

Benefits:

• Competitive Salary
• Equity Package
• Quality Medical, Dental, and Vision Insurance Plans 
• Flexible Spending Account
• Dependent Care Flexible Spending Account
• Short and Long Term Disability Insurance 
• Life Insurance 
• John Hancock 401K Plan with Match
• Flexible Personal Time Off Policy
• 3 Floating Holidays (in addition to 10 Holidays Observed)
• 2 Volunteer Days Off
• Parental Leave
• Employee Referral Bonus
• Annual All Hands In-Person Event