Sales Development Rep./Business Development Rep. (SDR/BDR)

Arkenstone Defense; Menlo Park (CA); On-site; USD 72,000 - 88,000; Full time

Benefits offered by this job

Health and Wellness Programs

Retirement Planning

Paid Time Off & Holidays

Professional Development

Job summary

A leading defense technology company is seeking a Sales Development Representative / Business Development Representative to build their own pipeline. Applicants should have 1-3 years of relevant experience, effective use of AI tools in their workflow, and the ability to communicate clearly. Responsibilities include managing outreach to defense tech companies and government offices and a willingness to travel for field sales. Competitive salary of $80K base with performance incentives is offered.

Qualifications

• 1‑3 years in an SDR or BDR role with a strong record.
• Experience with AI in sales.

Responsibilities

• Build and manage your own outbound pipeline.
• Identify contacts inside defense tech companies.

Skills

Sales Development

Direct Communication

AI Tools Usage

Pipeline Management

Negotiation

Tools

Salesforce

HubSpot

Outreach

Job description

About the Role

We’re looking for an exceptional Sales Development Representative / Business Development Representative to join our team. This is not a role where someone hands you a list of accounts and a script. You'll be starting from scratch, figuring out who to talk to, how to reach them, and what to say. If that sounds exhausting, this probably isn’t the right fit. If it sounds like exactly the kind of challenge you’ve been looking for, keep reading.

What You’ll Do

• Build and manage your own outbound pipeline; no warm leads waiting for you
• Identify and reach the right contacts inside defense tech companies, primes, and relevant government offices
• Run multi‑channel outreach across email, phone, LinkedIn, and industry events
• Use AI tools (Clay, Apollo, ChatGPT workflows, etc.) to research faster, personalize better, and follow up smarter
• Willingness and excitement to travel for field sales; conferences and in‑person meetings are part of the job
• Work directly with leadership to sharpen messaging and figure out what’s resonating
• Keep your CRM clean and your pipeline honest
• Hit your numbers (10 leads/week)
• Perform any other related duties as required or assigned

Requirements

• 1‑3 years in an SDR or BDR role; enough experience to know how it works, not so much that you’ve forgotten what it’s like to grind
• A real track record of hitting quota. We’ll ask you for specific attainment %, team ranking, whatever you’ve got
• Familiarity with the government and defense world, even if it’s just from the edges. You know who the buyers are and how they think
• You’ve actually used AI in your sales workflow, not just experimented with it once. You use it to do real work
• You don’t need a process handed to you. You’ll build it, break it, and rebuild it better
• Clear, direct communicator in writing and on the phone. You can adjust your register for a contracting officer or a startup founder
• Comfortable with the reality of startup life: shifting priorities, incomplete information, and no one to escalate to when things are unclear

Preferred

• You know your way around GovCon and compliance
• You’ve used Salesforce, HubSpot, Outreach, or similar tools
• You already have relationships inside DoD, defense primes, or relevant agencies

Benefits for Working with Us

• Competitive Salary – $80K base with additional performance incentives
• Health and Wellness Programs – medical, dental, vision, mental health support, and wellness initiatives
• Retirement Planning – flexible 401(k) plan with matching company contributions
• Paid Time Off & Holidays – generous PTO, sick leave, and holiday pay
• Employee Assistance Program – confidential resources for personal and professional support
• Professional Development – access to training, certifications, and continuing education

Legal Notice

We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, veteran status, or any other characteristic protected under applicable law.