SDR / BDR Lead

Function: Revenue/ Sales Development

Location: Remote-First (US Based, East Coast)

Type: Full-Time

Reports To: VP of Sales US

Player Coach Role: This is an individual contributor leadership role

As we continue to evolve the SDR function, you will be in the field while helping to architect the systems and playbooks to scale the team. The ability to produce real pipeline results today, while building for tomorrow, is the defining requirement of this role. You’ll manage a small team to support the growth of this function.

About the Role:

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.

Critically, this role demands a player–coach mentality as this team is in a growth phase. You will be building the playbook while running the plays. Results cannot wait for systems to be perfect, and systems cannot be built without the insight that comes from doing the work. If you are looking for a team to manage with perfect processes in place on day one, this is not that role. If you thrive on proving the model while scaling it, read on.

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.

Why This Role Exists

vialytics is scaling its go-to-market motion across U.S. municipalities and county governments. As we grow both a direct sales team and a channel partner ecosystem, we need someone who can help us optimize our pipeline engine in a way that is precise, repeatable, and AI-native. This role is the connective tissue between intelligence (signals, data, agents) and revenue (qualified opportunities handed off cleanly to Account Executives and partners).

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.

Individual Contribution — Own the Number While Building the System

• 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

AI-Enabled Pipeline Generation

• 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

Signal Intelligence & Prioritization

• 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

Qualified Meeting Creation — With Discovery Baked In