Sales Development Representative

About ARMS

ARMS has built integrated CAD, RMS, and compliance software for public safety agencies since 1988. Today, more than 1,000 agencies across 48 states rely on our cloud-based, CJIS-compliant platform — backed by a U.S.-based support team that answers 24/7/365. We build technology that matters, and we’re committed to the agencies that protect and serve.

About the Role

We’re looking for a driven, consultative Sales Development Representative to join our growing team. As an SDR, you’ll be the first point of contact between ARMS and prospective public safety agencies — generating qualified pipeline through disciplined outbound prospecting, building trust, and creating high-quality first conversations that advance into discovery meetings for our Account Executives. You’ll report to the Director of Marketing and work closely with the Sales team to align outreach with campaigns, messaging, and ideal customer profiles.

This is a high-impact individual contributor role, built for a self-starter who thrives in a complex, multi-stakeholder selling environment and has a genuine passion for serving the public safety community.

What You’ll Do

Pipeline Development

• Be the face of ARMS, reaching out to potential customers and introducing them to what we do
• Prospect and qualify agencies and decision-makers using structured call blocks, personalized email, LinkedIn, and targeted research
• Cold call and run social and email prospecting to generate interest and schedule meetings
• Qualify leads to ensure they fit our ideal customer profile
• Build relationships with prospects to understand their needs and pain points, then schedule meetings with the sales team
• Build and execute multi-touch outreach sequences (phone, email, social, and physical mailers) to establish rapport and earn discovery meetings
• Partner with Sales and Marketing to test messaging, refine ideal customer profiles, and surface field feedback

Sales Execution and Tracking

• Partner with the Sales team to transition outbound leads into active sales opportunities
• Maintain accurate CRM records — activities, notes, contact roles, and lead status — on a weekly cadence

What We’re Looking For

• 1+ years of demonstrable success selling SaaS and/or technology solutions, ideally with direct experience selling to public sector organizations (municipalities, counties, or similar government entities)
• A track record of meeting or exceeding revenue and ARR targets
• Strong consultative selling skills, with the ability to clearly articulate product value and ROI to both technical and non-technical audiences
• Proficiency with CRM platforms (HubSpot preferred) and standard sales productivity tools
• A bachelor’s degree or equivalent professional experience

Bonus Points

• Prior experience selling into public safety organizations (law enforcement, fire, EMS, emergency management)
• A background working within or alongside public safety agencies — you understand the operational challenges our customers face

The Details

• Location: Remote (U.S.)
• Type: Full-time
• Team: Sales & Marketing