Inbound Sales Development Representative

globalguardian; McLean (VA); Hybrid; USD 60,000 - 80,000; Full time

Job summary

Global Guardian is seeking an Inbound Sales Development Representative to triage and qualify incoming leads, determining fit with our ideal customer profile. You will book Sales Qualified Meetings for the sales team and maintain clear handoffs to the appropriate owner.

The role emphasizes accurate lead data, collaboration with Marketing, and meeting monthly targets. Location includes McLean, VA with potential for remote work, and occasional travel to industry events.

Qualifications

• Bachelor's degree or higher in a relevant field.
• Experience in B2B sales development or inbound lead qualification.
• Familiarity with security or risk-related industries is preferred.

Responsibilities

• Triage and respond to inbound leads from website forms and referrals.
• Qualify leads against the ideal customer profile and book Sales Qualified Meetings.
• Route opportunities to the appropriate sales owner and provide a concise handoff.

Skills

Excellent communication

Lead qualification

Risk assessment

Multitasking

Data-driven

Education

Bachelor's degree in business/marketing/communications/security or related field

Tools

Salesforce

LinkedIn Sales Navigator

Wiza

Job description

Inbound Sales Development Representative

Location: McLean, VA

Global Guardian protects and delivers employees and families from political, environmental, and bad actor threats worldwide. We are a leading provider of emergency medical and security solutions for corporations and individuals. Our 24/7 Operations Centers in McLean, VA, and Charlotte, NC, identify, monitor, and respond to threats and emergencies with on-the-ground teams in over 100 countries. Our world-class professionals have extensive intelligence community experience, military special operations, and federal law enforcement. Founded over ten years ago by a Delta Force Sergeant Major and an Army Special Forces Colonel, we are a values-based organization focusing on a camaraderie, service, and excellence culture. We have managed crises in the worst environments in the world, and we know how to act fast to provide unmatched service for our clients. Global Guardian is an investor-backed, high-growth company that offers employees growth opportunities within the organization.

Position Summary and Objective

The Inbound Sales Development Representative owns the front end of our sales pipeline by triaging and qualifying incoming leads. This position responds to inbound interest from our website, events, webinars, content, and referrals, assesses each prospect against our ideal customer profile, and books Sales Qualified Meetings for the sales team.

Essential Functions and Responsibilities

• Triage and respond to inbound leads from website forms, demo and contact requests, events, webinars, content downloads, and referrals, meeting established response-time standards.
• Qualify each lead against Global Guardian's ideal customer profile by understanding the prospect's needs, travel and risk exposure, budget, timeline, and decision-making process.
• Route qualified opportunities to the right sales owner and schedule meetings or demos, providing a clear handoff summary with the background the sales team needs.
• Define and maintain lead scoring, qualification criteria, and routing rules in partnership with Sales and Marketing leadership, and refine them as the business evolves.
• Nurture leads that are not yet ready to buy through timely follow-up and coordination with marketing nurture programs.
• Conduct targeted outbound outreach (LinkedIn and email) to accounts that fit our ideal customer profile, and follow up on campaign leads.
• Develop pre-event engagement plans for conferences, trade shows, webinars, and company-sponsored events: research attendee lists, identify prospects that fit our ideal customer profile, coordinate outreach, schedule meetings for the sales team, and follow up after the event.
• Accurately record and manage lead information, interactions, and follow-ups in Salesforce, ensuring clean data, complete lead status, and accurate source attribution.
• Track and report on Sales Qualified Meetings Booked, response time, and lead source performance, and share lead quality insights with Marketing to inform campaigns and events.
• Stay informed about industry trends, competitor activity, and the global risk landscape to hold credible, relevant conversations with prospects.
• Meet or exceed monthly and quarterly targets for Sales Qualified Meetings Booked.

Competencies and Attributes

• Excellent verbal and written communication.
• Naturally inquisitive with the ability to assess risk, identify potential client needs, and quickly understand complex operational environments.
• Comfortable engaging with executive leaders, security professionals, military personnel, family offices, and corporate risk stakeholders.
• Ability to manage multiple priorities in a fast-paced, high-volume environment.
• Ability to manage sensitive information with confidentiality and professionalism.
• Analytical and data-driven, with comfort using funnel metrics to guide decisions.
• Resourceful and independent, with a strong sense of urgency to meet goals.
• Ability to work both independently and as part of a team, collaborating closely with Sales and Marketing.
• Persistent and resilient, with the ability to handle rejection and stay positive.
• Self-motivated with a strong desire to succeed and a strong work ethic.
• Good organizational skills with a focus on detail and accuracy.

Qualifications and Education

• Bachelor's degree in business administration, marketing, communications, international relations, security or intelligence studies, or a related field preferred.
• Prior experience in B2B sales development, inbound lead qualification, business development, or a similar client-facing role; consultative or complex sales experience is preferred.
• Prior experience in corporate security, law enforcement, military, intelligence, executive protection, emergency management, or a related risk management field is preferred.
• Hands-on experience with Salesforce; experience with marketing automation, sales engagement, or prospecting tools (LinkedIn, Sales Navigator, Wiza, etc.) is a plus.
• Demonstrated ability to build rapport and engage prospects with minimal information.
• Familiarity with security operations, travel risk management, crisis response, duty of care, executive protection, investigations, protective intelligence, or related disciplines is preferred.

Position Type and Schedule

• Salaried, Exempt professional.
• Salary range:$60,000 - $80,000 annually, dependent upon experience.
• Commission is based on Sales Qualified Meetings Booked. Details are provided in a separate commission agreement upon hire.
• This position will be based out of McLean, VA, or potentially remote.
• Occasional travel to industry events and conferences.

Work Environment and Physical Demands

Reasonable accommodation requires the physical and mental capacity to perform all essential functions effectively. In addition to other demands, the demands of the job include:

• Exposure to stressful situations, such as challenging individuals or high-alert security issues.
• Exposure to sensitive and confidential information.
• Regular computer usage.
• Frequent sitting and standing.

Global Guardian Values

• We are hyper-responsive
• We find a way to "yes"
• We do what we say
• We work as a team

Equal Opportunity Employer Statement

Global Guardian is an equal employment opportunity employer. The Company provides equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran status, disabled status, or genetic information. If you need reasonable accommodation regarding the application process, do not hesitate to contact [e-mail].