Job Summary

The Sales Development Representative (SDR) is responsible for driving top-of-funnel pipeline growth by proactively identifying, qualifying, and generating interest in EMS|MC’s solutions among prospective clients. This role focuses on outbound and inbound lead generation, initial discovery, and setting qualified meetings for the sales team. The SDR plays a critical role in building early relationships with prospective municipal, county, and health system stakeholders by educating them on EMS|MC’s value proposition and positioning the company as a trusted partner. This is a highly proactive, results-driven role requiring strong communication skills, persistence, and disciplined follow-up.

Major Responsibilities/Activities

· Generate new sales opportunities by conducting outbound prospecting through phone calls, emails, social media, and other outreach methods to create interest in EMS|MC solutions.

· Qualify inbound and outbound leads to assess fit, interest level, and readiness before advancing opportunities to the Business Development team.

· Execute daily outreach activities to meet or exceed activity and pipeline generation goals, including calls, emails, meetings set, and qualified opportunities.

· Conduct initial discovery conversations to understand prospective clients’ challenges, priorities, and needs within municipal, county, and health system environments.

· Effectively communicate EMS|MC’s value proposition and differentiate our solutions to generate interest and secure meetings with key decision-makers and influencers.

· Maintain accurate and timely documentation of all prospecting activities, communications, and lead status within the Customer Relationship Management (CRM), which serves as the single source of truth for the sales organization.

· Collaborate closely with Business Development, Marketing, and Operations teams to ensure a smooth handoff of qualified opportunities and alignment on messaging.

· Support marketing campaigns and initiatives by following up on campaign-generated leads and assisting with targeted outreach efforts.

· Participate in ongoing training to build knowledge of the EMS industry, including operational, financial, and regulatory challenges faced by prospective clients.

· Represent and support the company mission, values, and commitment to customer success in all prospective interactions.

· Participate in company-sponsored events, meetings, and trade shows as needed to increase brand awareness and generate pipeline.

· Perform other duties as assigned. 

Required Education, Skills, & Experience

· Associate’s degree in Business, Marketing, Communications, or a related field, or equivalent experience. 

· 1–3+ years of experience in a sales development, inside sales, or lead generation role with a track record of meeting or exceeding activity and pipeline goals.

· Experience conducting outbound prospecting and lead qualification through phone, email, and digital channels in a high-volume environment.

· Proven ability to communicate clearly and persuasively, both verbally and in writing, to engage prospects and build rapport quickly.

· Experience applying active listening, effective questioning, and discovery techniques to assess prospect needs and qualify opportunities.

· Strong organizational and time-management skills, with the ability to prioritize competing tasks in a fast-paced, results-driven environment.

· Ability to work independently while collaborating effectively with Sales, Marketing, and cross-functional teams.

· Hands-on experience using CRM systems to manage pipeline activity, with a strong focus on data accuracy and detailed documentation.

· Consistent demonstration of integrity and accountability, with a results-oriented mindset.

· Proficiency in English is necessary for job-related communication, including understanding policies, writing correspondence, and engaging with colleagues or clients.

Preferred Education, Skills, & Experience

· Bachelor’s degree in Business, Marketing, Communications, or a related field. 

· Exposure to selling solutions or services within healthcare, EMS, public safety, municipal, county, or government environments.

· Understanding of sales methodologies such as SPIN, Sandler, or similar consultative selling approaches.

· Strong curiosity, coachability, and desire to build a long-term career in sales or business development.

Working Environment

· The office environment is a controlled indoor setting with minimal exposure to adverse conditions. 

· Noise levels in the office are typically moderate and consistent with a standard office setting. 

· For employees approved to work in a hybrid or remote setting, a quiet, private workspace free from significant distractions is required to ensure productivity during work hours. 

· A reliable internet connection is required for hybrid/remote work. EMS|MC will provide necessary equipment, including a computer, monitor, keyboard, mouse and headset. 

Physical Requirements

· Sitting: frequent and prolonged periods of sitting at a desk while working on a computer. 

· Communication: frequent and prolonged periods of speaking, listening, reading, and writing. 

· Fine motor skills: frequent use of hands for typing and operating a computer mouse. 

· Movement: occasional walking and climbing of stairs; limited bending, kneeling, lifting, and carrying of office-related items.  

· Travel: must be able to travel occasionally to attend required company meetings. 

Pay range: $50,000.00 base annually + commission, with final compensation based on the candidate’s qualifications, experience, and business needs. Individuals in this role are eligible to participate in a comprehensive benefit package, including a retirement plan, health coverage, and paid time off. Visit https://emsmc.com/careers/ to explore our total rewards package.  

Employees must be able to perform the essential functions of this position. Reasonable accommodations will be provided to qualified individuals with disabilities as needed to support their ability to perform these essential functions. If you require an accommodation for this position or to participate in the application process, please contact HR at humanresources@emsmc.com.

The responsibilities and duties outlined in this job description are not exhaustive and may be subject to change to meet the needs of the business. This job description is not an implied contract of employment and does not alter the at-will employment relationship.