Sales Development Representative

DebtBook; Charlotte (NC); On-site; USD 45,000 - 65,000; Full time

Job summary

DebtBook is seeking a Sales Development Representative to join our go-to-market team. You will be on the front lines, qualifying opportunities and engaging public sector finance professionals across local governments, higher education, and healthcare.

In this foundational role, you will conduct outbound prospecting, nurture inbound leads, and partner with Account Executives to drive pipeline. You will maintain meticulous CRM records and strive to exceed targets in a fast-paced environment.

Qualifications

• Minimum 1 year of professional working experience in a customer-facing or sales-related role.
• Exemplary written and verbal communication skills, comfortable on phone and email.
• Strong organization and detail orientation with multi-opportunity management.
• Team-first mindset and collaborative spirit are essential.

Responsibilities

• Own the entire sales development lifecycle from research to qualified opportunity.
• Identify new potential customers in the public sector (local governments, higher ed, healthcare).
• Engage inbound leads, qualify needs, assess fit for DebtBook solutions.
• Conduct outbound prospecting via calls, emails, and social outreach.
• Articulate DebtBook's value proposition to public sector finance professionals dealing with GASB issues.
• Partner with Account Executives to develop territory plans and handover qualified opportunities.
• Hit and exceed weekly, monthly, and quarterly pipeline and meeting targets.
• Maintain records of activities in CRM to inform GTM strategy.

Skills

Sales experience

Customer-facing

Communication skills

Organization

Tools

CRM system

Job description

WHO WE ARE

DebtBook is the financial platform powering treasury and capital markets across the public sector. State and local governments, public universities, health systems, and the bankers and advisors who serve them run trillions of dollars in debt, cash, and investments on DebtBook.

We’ve built the most sophisticated treasury platform in public finance - sitting at the intersection of treasury management and a $4 trillion fixed income market that has been waiting for modern infrastructure.

WHAT YOU'LL DO

As a Sales Development Representative at DebtBook, you will be on the front lines of our mission to empower public sector finance teams. This is a foundational role within our go‑to‑market organization, where you will be instrumental in identifying, engaging, and qualifying new business opportunities. You will serve as the first point of contact for prospective customers, engaging in high‑impact conversations that will ultimately drive the growth of our business and help finance professionals across the country do their best work. This role is a perfect fit for a self‑motivated, ambitious professional who is eager to launch a rewarding career in B2B SaaS sales.

Key Responsibilities

• Own the entire sales development lifecycle, from initial research to qualified opportunity.
• Proactively research and identify new potential customers in the public sector, including local governments, higher education, and healthcare.
• Engage with inbound leads who have shown interest in DebtBook's platform, qualifying their needs and assessing their fit for our solutions.
• Conduct strategic outbound prospecting via cold calls, personalized emails, and social outreach to initiate conversations.
• Articulate DebtBook's value proposition with precision and clarity, tailoring your message to resonate with the specific needs of public sector finance professionals who are navigating complex challenges like GASB 87 and GASB 96 compliance.
• Partner closely with Account Executives to develop and execute on territory plans and sales strategies, ensuring a seamless handover of qualified opportunities.
• Consistently achieve and exceed weekly, monthly, and quarterly targets for pipeline generation and qualified meetings.
• Maintain meticulous records of all sales activities and customer information within our CRM system to help inform and optimize our go‑to‑market strategy.

WHAT YOU'LL BRING

• A minimum of 1 year of professional working experience is required, with prior experience in a customer‑facing or sales‑related role being a significant advantage.
• You are driven, self‑motivated, and possess a growth mindset, with a strong desire to consistently meet and exceed performance metrics.
• Exemplary written and verbal communication skills are essential; you must be comfortable conducting conversations via phone and email.
• You are highly organized with strong attention to detail, capable of managing multiple opportunities simultaneously.
• A team‑first mindset and a collaborative spirit are paramount to success.
• You are adaptable and thrive in a fast‑paced, dynamic environment.
• You are curious and eager to learn about the complexities of public sector finance.

OUR "GOAT" VALUES

GROW Continuously
We believe in continuous improvement, never accepting the status quo as good enough, and iterating to move quickly without compromising on quality.
We are energized by the fast‑paced rate of change that growth demands and see new challenges as opportunities for resilience and personal development.
We are driven by curiosity to think creatively, innovate, and experiment, and we humbly incorporate lessons learned from success and failure along the journey.

OWN Your Outcomes
We hold ourselves accountable for exceptional effort, execution, reliability, professionalism, and results that add tremendous value for customers.
We are all individual contributors, responsible for delivering value to our customers, team, and company with every action we take.
As managers, we lead by example in both what we do and how we do it, and we stay personally familiar with the work as we coach our teams.
We follow through on our decisions and commitments with action.

ABOVE & Beyond
We create moments of magic, surprising and delighting our customers at every touchpoint.
We run towards problems and enthusiastically jump in to help colleagues however we can be valuable.
We take pride in proactively doing the extra little things that set us apart, even when no one is watching.

TEAM Over Ego
There is no task needed at DebtBook that is beneath any of us.
We work hard to be the teammate others want on their team.
We have the courage to have hard conversations and the grace to receive honest feedback in pursuit of excellence.

WHY DEBTBOOK

DebtBook is a fast‑growing company where we dream big, move fast, make an impact, and bring joy to everything we do. Our core values drive our success as an organization, and we are looking for talented teammates who