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Sales Development Representative - Defense

Remote, USA Full-time Posted 2025-11-03

Advanced Navigation is the world’s most determined innovator in AI robotics and navigation technologies across land, air, sea and space applications.Founded on a culture of research and discovery, Advanced Navigation's mission is to be the catalyst of the autonomy revolution. Fields of expertise include artificial intelligence, underwater sonar, GNSS, radio frequency systems, inertial sensors, robotics, quantum sensors and photonics.

Today, Advanced Navigation is a supplier to some of the world's largest companies, including Airbus, Boeing, Google, Tesla, NASA, Apple, and General Motors. Discover it for yourself:

https://youtu.be/F7uAqs1gtuk

Overview of the role

The primary focus of this role is to generate a flow of qualified opportunities for the Regional Direct Sales teams through a combination of inbound lead management and targeted outbound prospecting.

This role is responsible for initiating contact with potential customers, qualifying leads, and setting up meaningful conversations for the regional Account Executives (AEs). The SDR will ensure effective follow-up on outreach efforts, nurture leads through the sales pipeline and contribute to the overall growth of the business.

Role and responsibilities

  • Outbound pipeline generation: Conduct daily prospecting activities to generate new business opportunities, including researching target accounts, cold calling, and outreach via email and social media.
  • Inbound sales: Daily processing of all inbound leads and enquiries, with rapid, professional customer response and qualification in/out as appropriate.
  • Lead Qualification: Identify and qualify potential customers through effective communication and discovery processes, ensuring timely and professional interaction.
  • SQL (Sales Qualified Lead): Book meetings with qualified prospects and hand them over to Account Executives (AEs), ensuring a smooth transition and clear context for the next stage of the sales process.
  • Support Regional Teams: Provide additional support to the regional sales teams by assisting with specific opportunities, ensuring a collaborative sales environment.
  • CRM Management: Provide a high level of opportunity intelligence to the company through comprehensive, timely, and accurate maintenance of the information within our CRM platform.
  • Product Knowledge: Develop and maintain an in-depth knowledge of the company’s products, specifications, and applications to effectively communicate value propositions to potential customers.
  • Cooperation: Collaborate with the global SDR team to share expertise and leverage success, fostering a unified approach to outbound sales.

    • Qualification, Skills and Experience

  • Bachelor degree in Commerce or similar field is an advantage
  • 2–3+ years of experience in a similar sales, business development, or customer-facing role
  • Proven experience in B2B sales development within a technology-driven organisation (preferably hardware)
  • Familiarity with navigation, maritime, aerospace, or defense technologies is advantageous but not essential.
  • Proficient in using Salesforce or similar CRM platforms for lead management, sales development, and reporting
  • Competency in managing other tools for prospecting beneficial (e.g. Sales Navigator, Lusha, Outreach etc).
  • Experience with qualification frameworks like MEDDPICC or BANT is highly valuable.
  • Sales acumen, with a focus on lead qualification, discovery, and pipeline management, demonstrating a Hunter Mindset to proactively pursue new business opportunities.
  • Communication skills, both written and verbal, including presentation capabilities, enabling effective interactions and engagement with prospects and internal teams.
  • Proven ability to build and nurture relationships, reflecting a commitment to maintaining positive energy and open communication.
  • Highly organized, efficient, and proactive in managing time and tasks, ensuring effective prioritization and delivery aligned with team objectives.
  • Competent in content creation using G Suite (Google Docs, Sheets, Slides) to support sales initiatives and enhance productivity.
  • Proficient with PC tools and applications for productivity and sales enablement, leveraging technology to optimize processes and outcomes.

    • Additional Information

    What are some of the benefits you will have access to?

    You'll have access to industry-leading products with diverse applications within some of the most interesting and exciting projects worldwide. We’re growing a team of inspired, smart, and driven individuals from all sorts of backgrounds. With great opportunities for growth and variety, we strive to help each employee carve out the path that’s right for them.

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