Sales Development Representative

PartsBase Inc. is the world's largest online Aviation Marketplace and Community. Our global community is comprised of over 6,500 companies accessing our technology in over 140+ countries & territories. We work with some of the biggest brands in aviation including Delta, Northrop Gruman, AvAir, Heico, Chevron, Air France Industries, and Air Australia.

PartsBase offers a FULLY remote environment where one can work at the forefront of where the aviation business meets technology. Imagine getting to work with peers worldwide, implementing business technology projects that challenge the boundaries.

One of the top benefits of working at PartsBase is the culture. We are a TEAM-focused organization, and everyone celebrates each other's successes. Our inclusive culture welcomes all employees and values their unique contributions to our success. Our clients tell us time and time again that our people set us apart from the competition. We naturally strive to hire the very best talent. The ideal candidate is a motivated, well-organized individual who has a deep understanding of prospecting and developing strong relationships with customers.

Position Summary

The Government Sales Development Representative (SDR) is responsible for identifying, qualifying, and engaging defense contractors, aerospace manufacturers, distributors, and MRO organizations to generate qualified pipeline for PartsBase's Government Data Solutions platform.

This is not government agency sales. Instead, you'll be selling to the commercial organizations that support government procurement—including defense contractors, aerospace manufacturers, and aviation suppliers.

The ideal candidate brings experience working 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.

Success in this role requires equal parts analytical thinking, research, prospecting, and relationship building.

Key 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.

Required Qualifications

• 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

Success in this role will be measured through:

• 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

What You'll Do Each Day

• 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.

Why Join PartsBase?

At PartsBase, you'll join a fast-growing technology company that has spent 30 years transforming the global aerospace and defense supply chain through data, AI, and digital marketplace solutions. 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.