Sales Development Representative

We are looking for an ambitious Sales Development Representative who can identify potential clients, create new conversations, and help build a predictable pipeline of opportunities for a growing Canadian tech company focused on government sales.

THE QUICK SUMMARY

Your goal is to create qualified sales opportunities by finding the right organizations, identifying the right people, starting conversations, and consistently following up. Your initial priorities will include:

• Researching government departments, agencies, Crown corporations, and other target organizations
• Identifying decision-makers, influencers, procurement contacts, and potential champions
• Outbound prospecting through email, phone, LinkedIn, and other channels
• Following up with prospective and existing clients
• Qualifying potential opportunities and identifying client needs
• Maintaining accurate sales records, next steps, and follow-up dates
• Supporting leadership with sales research, preparation, and opportunity development

Your focus will be on creating meaningful conversations rather than simply sending high volumes of generic outreach. You will determine which organizations are worth pursuing, who should be contacted, what may be relevant to them, and how to move the relationship forward. This role is built for someone persistent, commercially curious, organized, and comfortable taking ownership of their results.

WHAT YOU WILL OWN

You will own the early stages of the sales process from identifying a potential opportunity through research, outreach, qualification, follow-up, and handoff. This includes:

• Research potential clients across federal, provincial, municipal, Crown corporation, and other public sector organizations.
• Identify departments, teams, decision-makers, procurement contacts, and other people relevant to our services.
• Build and maintain targeted prospect lists based on industry, department, role, opportunity, and business relevance.
• Conduct outbound prospecting through email, phone, LinkedIn, and other appropriate channels.
• Write personalized outreach that clearly explains why a conversation with us may be relevant.
• Follow up consistently with prospects until there is a clear next step.
• Qualify prospective clients by understanding their needs, timelines, current providers, challenges, procurement environment, and potential fit.
• Book qualified meetings for leadership and other team members responsible for advancing opportunities.
• Prepare useful background information before sales meetings so the person attending understands the organization, contact, opportunity, and likely needs.
• Maintain accurate records of conversations, contacts, opportunities, next steps, and follow-up dates.
• Re-engage previous clients, dormant prospects, past opportunities, and contacts where there may be additional business potential.
• Identify potential expansion opportunities within existing government clients.
• Monitor organizational changes, procurement activity, funding announcements, programs, initiatives, and other signals that may create sales opportunities.
• Coordinate with team members responsible for proposals, standing offers, tenders, and government procurement opportunities.
• Identify patterns in prospect responses and recommend improvements to messaging, targeting, positioning, and sales strategy.
• Improve sales workflows using Microsoft 365, automation, AI, CRM systems, and other internal tools.

You are expected to understand who we should be speaking with, why they may care, what has already happened, when the next follow-up should occur, and what needs to happen to move an opportunity forward.

WHAT SUCCESS LOOKS LIKE

• New target organizations and contacts are continuously being identified.

• Prospecting happens consistently rather than only when the pipeline becomes quiet.

• Outreach is personalized, relevant, and appropriate for the organization being contacted.

• Follow-ups happen when promised and potential opportunities are rarely forgotten.

• Qualified conversations and meetings are consistently being created.

• Prospects are properly researched before meaningful outreach occurs.

• Sales records remain accurate, current, and easy to understand.

• Every active prospect has a clear status, next step, and follow-up date.

• Previous clients and dormant opportunities are systematically revisited.

• Potential expansion opportunities within existing clients are identified early.

• Prospects that are unlikely to convert are identified without wasting excessive time.

• Feedback from outreach is used to improve our positioning and targeting.

• Leadership spends more time speaking with credible potential clients and less time searching for them.

• You can clearly explain which organizations are being pursued, why they matter, who has been contacted, what happened, and what should happen next.

• By the time you are performing well, leadership should be able to ask, “Where is our next opportunity coming from?” and receive a clear answer backed by active conversations and a disciplined pipeline.

WHO WILL DO WELL HERE

This role is built for someone who wants to develop strong business development and sales skills while taking meaningful ownership of pipeline generation. You may have experience as a:

• Business Development Representative

• Account Development Representative

• Inside Sales Representative

• Business Development Coordinator

• Recruitment Consultant

• Account Coordinator

• Client Development Representative

The strongest person for this role will be:

• Ambitious and motivated by measurable results.

• Comfortable initiating conversations with people they have never spoken with before.

• Persistent without becoming repetitive or overly aggressive.

• Strong at researching companies, organizations, departments, and decision-makers.

• Clear, professional, and personable in written and verbal communication.

• Able to quickly understand what may matter to a potential client.

• Comfortable speaking with executives, managers, procurement professionals, and government employees.

• Strong at email outreach, phone conversations, follow-up, and relationship development.

• Organized enough to manage a large number of prospects without losing track of next steps.

• Curious about why clients buy, how organizations make decisions, and what creates urgency.

• Able to distinguish a legitimate opportunity from a weak lead.

• Comfortable receiving direct feedback and continually improving their approach.

• Interested in experimenting with messaging, prospecting strategies, AI, and automation.

• Strong with Microsoft Outlook, Teams, Excel, CRM systems, LinkedIn, and other business tools.

• Able to research independently rather than waiting for prospect lists to be provided.

• Competitive with themselves and motivated by improving their own performance.

• Reliable, accountable, and serious about following through on commitments.

• Comfortable working in person within a startup-style environment.

• Able to work an earlier schedule when required to communicate with clients operating in Eastern Time.

• Unique personality who is ambitious to grow in their career.

SHORT TERM EXPECTATIONS

During your first 90 days, you will learn our services, clients, target markets, existing relationships, sales processes, government procurement environment, communication style, CRM, and the different ways opportunities are generated across the business.

You will become familiar with our previous clients, active prospects, existing contracts, target departments, and the services we provide across training, technology, and recruitment.

You will begin researching target organizations, building prospect lists, identifying decision-makers, conducting outbound outreach, following up with prospects, updating sales records, and booking conversations with qualified potential clients.

You will also review previous opportunities and client relationships to identify people and organizations worth re-engaging.

By the end of 90 days, you should be consistently generating outbound activity, maintaining an organized pipeline, identifying relevant prospects independently, following up without repeated direction, and creating qualified conversations for the company. Leadership should be able to rely on you to identify where potential business may exist and systematically pursue it.

WHAT YOU GET

• High trust role with direct responsibility for helping create new revenue opportunities.

• Direct access to executive leadership that founded the company.

• Exposure to government sales, procurement, contracting, and business development.

• The opportunity to develop skills across prospecting, sales strategy, account development, and client relationships.

• Practical exposure to AI, automation, and modern sales tools.

• The ability to test new approaches and influence how the company develops its sales function.

• The ability to shape the role around your strengths as the company grows.

• A fast moving team where measurable results and strong follow-through are noticed quickly.

• Opportunities to take on larger accounts, greater sales responsibility, and eventually more ownership of the sales process, alongside fast compensation reviews.

THE BOTTOM LINE

This role is for someone who wants to become exceptionally good at creating opportunities.

The right person will consistently find organizations worth pursuing, identify the people who matter, start conversations, follow up relentlessly, and turn cold prospects into credible business opportunities.

ABOUT US

We exist to strengthen the people and systems that shape a country. Our team is unique, ambitious, and energetic. People here solve problems quickly, take ownership, and care about building something meaningful.

Talos is a Canadian tech company headquartered in Victoria, BC, serving government clients in 3 primary pillars: (1) virtual training services, (2) technology solutions, (3) recruitment and headhunting. You will help identify and develop opportunities across these areas, with a significant focus on expanding our relationships within the Canadian public sector.

Pay: $53,300.00-$146,192.96 per year

Benefits:

• Dental care
• Extended health care
• Vision care

Application question(s):

• You must reside in Canada for this position. Do you understand?
• What 2 things could you confidently do in your 1st month that would deliver value in this position?
• You want to sell training services to a federal government department. You find the department website, but there is no obvious training coordinator contact and no active tenders. What do you do, and can you share a recent example where you had to do something similar?
• You identify a lead in federal department "XYZ" who looks relevant to one of our services. They've have never heard of us. Do you email or call, and what do you say?
• Using ONLY 1 WORD, how would you describe your tech skills?
• How would you use AI in your role?
• You are working from home for the day. By 3pm, you have had no meetings and nobody has emailed you. What would you want your manager to be able to look at and immediately know you had a productive day?
• What is your preferred $ hourly rate or annual salary?

Work Location: Remote