Sales Development Representative (SDR) - Hybrid (DMV Area)

Role Overview

We are seeking a Sales Development Representative (SDR) to generate and qualify new business opportunities in the infrastructure and automation markets. This role involves identifying prospects such as utilities, engineering firms, EPC contractors, and facility operators, and engaging decision-makers to introduce Avista’s technical solutions.

You will use prospecting tools to run targeted outbound campaigns, conduct research, and set qualified meetings for our Business Development Manager and engineering leadership team.

This role starts with an in-office onboarding period (3–4 days/week for the first 90 days) to train on our industry, solutions, and sales process. After ramp-up, the position moves to a hybrid schedule (1–2 days/week in-office).

Key Responsibilities

• Prospecting & Lead Generation

  • Use prospecting tools to build and manage targeted lead lists in the utility, transit, renewable energy, and industrial sectors.

  • Research prospects to understand infrastructure projects, SCADA requirements, and decision-making structures.

• Outbound Engagement

  • Make high-volume cold calls, send personalized email sequences, and use LinkedIn outreach to engage technical and executive stakeholders.

  • Tailor messaging to address industry pain points such as system reliability, compliance, OT cybersecurity, and integration challenges.

• Lead Qualification

  • Apply discovery and qualification frameworks to assess prospect needs.

  • Book qualified meetings and hand off to senior sales or technical staff.

• CRM & Reporting

  • Maintain accurate lead and activity records.

  • Provide weekly performance and pipeline reports.

Qualifications

• 1–3 years in outbound sales in B2B technical, industrial, or infrastructure markets.

• Familiarity with sales engagement platforms such as Apollo.io, ZoomInfo, LinkedIn Sales Navigator, Outreach, or Salesloft.

• Strong research skills to understand complex projects and technical requirements.

• Excellent communication skills to bridge technical concepts with business outcomes.

• Highly self-motivated, organized, and goal-driven.

• Experience selling to utilities, engineering firms, or government agencies is a plus.

Compensation & Benefits

• Base Salary: $55K–$68K (DOE)

• On-Target Earnings (OTE): $80K–$95K+ with commission

• Health, dental, and vision insurance

• Paid time off and holidays

• 401K retirement plan

• Career advancement opportunities into Account Executive or Technical Sales Engineer roles

• Hybrid work environment after ramp-up

Schedule

• First 90 days: 3–4 days/week in-office for onboarding and training.

• After 90 days: 1–2 days/week in-office for team collaboration and client/project meetings.