Sales Development Representative

About Airbox Systems

At Airbox Systems, we are motivated by a clear mission: making the world safer by protecting lives. Our team is passionate and diverse, including professionals from military, aviation, and law enforcement backgrounds. This real-world frontline experience informs our innovative approach to operational communication technology.

We are guided by core values that shape everything we do internally and externally: Commitment, Positive Realism, Ethics, Accountability, Humanity, Quality, and Delight. These principles define our culture and the qualities we seek in new team members.

Role Overview

The Sales Development Representative (SDR) will engage with a select community within UK emergency services including police, fire and rescue, ambulance, and coastguard units using the Airbox operational communications platform. This platform enables specialized units to share real-time intelligence and operational data, replacing traditional radios in many cases.

Your primary responsibility will be to identify and reach out to the right officers in key units—such as counter terrorism policing, firearms teams, and fire and rescue services—and schedule meaningful sales conversations for the Account Executive team. This position begins with a focus on learning the market and product and progresses towards managing a small portfolio of accounts and revenue targets, with a clear pathway to becoming an Account Executive.

Key Responsibilities

• Rapidly acquire deep knowledge of our ideal customer profiles and key personas within emergency services.
• Deliver introductory demonstrations of the Airbox platform with support from the Solutions Engineer.
• Conduct targeted outreach via phone, email, and LinkedIn to the appropriate units and officers, ensuring messaging is well-researched and relevant.
• Secure high-quality meetings with senior stakeholders, ensuring meeting reliability and smooth handover to Account Executives with thorough contextual information.
• Build and maintain comprehensive contact coverage across key UK emergency service units, updating and expanding this intelligence continuously.
• Support marketing efforts and events to increase attendance and maintain warm engagement with prospects.
• Maintain accurate CRM records using HubSpot, ensuring activity data and pipeline metrics are current and reflective of real interactions.
• From approximately month six onward, manage a small book of business, handling meetings and modest revenue responsibility with collaborative support, advancing towards an Account Executive role.

Working Style

• Participate in weekly one-to-one meetings and pipeline reviews to discuss goals, challenges, and progress.
• Operate within a small, close-knit commercial team with leadership committed to opening doors and supporting your success.

Candidate Profile

• A highly self-motivated individual able to excel primarily working remotely, demonstrating discipline, excellent time management, and goal orientation.
• Previous experience as an SDR or BDR, proficient in outbound sales tactics and ready to progress to more responsibility.
• Quick to grasp customer profiles, buyer personas, and deliver initial product demonstrations.
• Ambitious, aiming for an Account Executive role and committed to growth within the company.
• Comfortable engaging senior level contacts about operational workflows rather than just product features.
• Efficient and disciplined CRM user, keeping data accurate without prompting.
• Research-driven with patience to navigate lengthy public sector purchasing processes.
• Resilient and professional, maintaining strong reputations within the close UK emergency services community.
• Located in the UK, able to travel to client sites and events as required, and willing to undergo necessary police vetting.

Desirable but not required: Experience with HubSpot or similar CRM platforms.

Unsuitable candidates: Those relying solely on inbound leads or rigid scripts, or who prioritize quantity of meetings over quality in this specialized market.

Benefits and Working Conditions

• Collaborate with a committed team united around a meaningful and ambitious goal.
• Enjoy a dynamic, flexible, and supportive scale-up environment with talented colleagues.
• 26 days annual leave plus public holidays.
• Private medical insurance with Bupa.
• Pension plan including up to 6% employer matching.
• Opportunity for up to 20 days per year of Nomad Working Days (flexible work location days).
• Access to an Electric Car Scheme.

Flexible & Hybrid Work Approach

You have the freedom to work where you perform best—whether that be from home or the office. Our office is designed for collaboration with spaces named after our values, encouraging creativity and connection. Core hours are typically 9am-5pm with flexibility between 7am and 7pm to accommodate personal commitments.