Sales Development Representative

PartsBase Inc. is the world's largest online Aviation Marketplace and Community, serving over 6,500 companies in 140+ countries and territories. We collaborate with leading aviation brands such as Delta, Northrop Grumman, AvAir, HEICO, Chevron, Air France Industries, and Air Australia. Our fully remote environment allows you to work at the intersection of aviation business and technology, engaging with global peers on boundary-pushing projects.

About the Role

The Government Sales Development Representative (SDR) identifies, qualifies, and engages defense contractors, aerospace manufacturers, distributors, and MRO organizations to generate qualified pipeline for PartsBase's Government Data Solutions platform. This role focuses on selling to commercial organizations that support government procurement, not government agencies themselves. The ideal candidate has experience with SAM.gov registrations, National Stock Number (NSN) data, CAGE Codes, DLA resources, or defense procurement data, enabling them to quickly identify high-value accounts and translate complex government data into meaningful business conversations.

Responsibilities

• Prospecting & Account Qualification
  • Research, identify, and qualify defense contractors, aerospace companies, aviation suppliers, and MRO organizations.
  • Analyze SAM.gov registrations, NSN data, CAGE Codes, and related procurement datasets to prioritize high-value prospects.
  • Verify contractor eligibility, activity status, and organizational fit before initiating outreach.
  • Build targeted prospect lists that support strategic outbound campaigns.
• Outbound Sales Development
  • Execute outbound prospecting through calls, email, LinkedIn, and multi-touch cadences.
  • Build relationships with procurement, supply chain, sourcing, and operations professionals.
  • Clearly communicate the value of PartsBase's Government Data Solutions platform and how it improves supplier discovery, procurement intelligence, and sourcing efficiency.
  • Schedule qualified discovery meetings and product demonstrations for Account Executives.
• Pipeline & CRM Management
  • Maintain accurate lead and opportunity records within CRM.
  • Advance prospects through each pipeline stage while ensuring complete activity documentation.
  • Monitor pipeline health and proactively re-engage dormant opportunities.
• Data Quality & Sales Intelligence
  • Review contractor and procurement data for accuracy and completeness.
  • Identify duplicate, outdated, or inactive records before outreach.
  • Partner with Sales Operations to improve lead quality and data integrity.
  • Provide ongoing feedback regarding market trends, contractor activity, and prospect segmentation.
• Reporting & Performance
  • Track outreach activity, conversion metrics, and pipeline progression.
  • Monitor response rates, meeting conversion, and qualified opportunity creation.
  • Identify gaps in account coverage and recommend improvements to outbound strategy.

Requirements

• 0–2 years of Sales Development, Business Development, Lead Generation, or Outbound Prospecting experience.
• Experience working with SAM.gov, National Stock Number (NSN) data, CAGE Codes, or other government procurement datasets strongly preferred.
• Strong analytical mindset with advanced Microsoft Excel or Google Sheets skills.
• Ability to interpret large datasets and identify high-value business opportunities.
• Excellent written and verbal communication skills.
• Comfortable making outbound calls and conducting high-volume prospecting activities.
• Strong organizational skills with exceptional attention to detail.
• Self-motivated with the ability to work independently in a fast-paced environment.
• Resilient, coachable, and driven to achieve performance goals.

Preferred Qualifications

• Experience with the Defense Logistics Agency (DLA), particularly CAGE Code management and procurement systems.
• Military service or experience supporting military procurement.
• Contracting Officer (CO/KO) or government acquisition experience.
• Experience selling into defense, aerospace, aviation, manufacturing, or MRO industries.
• Familiarity with CRM platforms such as Salesforce, HubSpot, Microsoft Dynamics, or similar systems.
• Experience with government contracting, procurement, or supply chain operations.

Success Metrics

• Qualified opportunities generated
• Meetings and product demonstrations scheduled
• Pipeline growth and progression
• Prospect engagement and response rates
• Data quality and CRM accuracy
• Conversion of SDR-generated opportunities to sales pipeline
• Activity consistency across outbound channels
• Account coverage within assigned territories

Daily Responsibilities

• Execute outbound prospecting campaigns through calls, email, and LinkedIn.
• Research defense contractors, aerospace companies, suppliers, and MRO organizations using government procurement data.
• Analyze SAM.gov registrations, NSN records, and CAGE Code information to qualify prospects.
• Engage decision-makers through consultative conversations focused on procurement and supply chain challenges.
• Schedule qualified meetings for Account Executives.
• Update CRM with all prospect activity and pipeline progression.
• Partner with Sales Operations to improve data quality and lead segmentation.
• Continuously build and replenish your pipeline while maintaining consistent outreach activity.

Benefits

At PartsBase, you'll join a team-focused organization that celebrates successes and values unique contributions. Our inclusive culture welcomes all employees, fostering collaboration and innovation. You'll work alongside experienced sales professionals, gain exposure to one of the world's largest aviation data platforms, and play a critical role in helping defense and aerospace organizations make smarter procurement decisions.