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Sales Development Representative — Agricultural Regulatory & Licensing Software

L5

kelly registration systemsSpringfield, MOtoday

Occupations

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and TravelSales Representatives, Wholesale and Manufacturing, Technical and Scientific ProductsSales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products

Industries

Regulation, Licensing, and Inspection of Miscellaneous Commercial SectorsOther Scientific and Technical Consulting ServicesRegulation of Agricultural Marketing and Commodities
About the role: Kelly Registration Systems (KRS) is hiring a Sales Development Representative who has a broad knowledge of agricultural regulation and licensing and can turn that knowledge into a qualified pipeline. KRS, a business unit of Kelly Products, builds a configurable registration and management platform used by state agencies and the agricultural industry. It supports product registration, applicator and dealer licensing, and the state-by-state regulatory data behind them. You will be the first conversation many prospects have with KRS. You will research and identify leads, run outreach across LinkedIn, email, phone, and industry events, scope each opportunity, and hand qualified deals to leadership. You will report to the CTO and work closely with the Marketing, Inbound Sales Team, Program Management and Support in a small, flat team.
Location: Remote (U.S.), with possible occasional travel to industry and regulatory association meetings.
Type: Full-time
What you'll do:
  • Prospecting and lead research
  • Build and maintain target lists of city and county level government agencies, state departments of agriculture, pesticide regulatory programs, registrants and manufacturers, distributors, and regulatory consultants.
  • Track signals that create buying windows: legacy system end-of-life, procurement notices and RFPs, legislative or rule changes, budget cycles, and staff turnover in regulatory programs.
  • Research each account's current registration and licensing process, systems, and decisionmakers before first contact.
Outreach:
  • Run multi-channel outreach sequences on LinkedIn, email, and phone, written for regulators and industry rather than generic SaaS buyers.
  • Grow KRS's presence on LinkedIn by sharing relevant regulatory news and product content and engaging with the agricultural regulatory community.
  • Scoping and qualification
  • Run discovery calls to understand a prospect's registration volumes, license types, fee structures, integrations, timelines, and procurement path.
  • Qualify opportunities on need, budget, authority, and timing, and document them clearly so leadership can scope a solution and proposal.
  • Position our registration and management platform against the prospect's actual process, existing vendors, and in-house systems.
  • Book qualified meetings and demos and hand off with complete notes.
  • Pipeline and feedback
  • Keep every account, contact, and activity current in the CRM.Report weekly on outreach activity, pipeline, and what messaging is or isn't working.
  • Bring market feedback to Product and Program Management: feature gaps, competitor moves, and regulatory changes.
What you bring 3+ years in regulatory affairs, agricultural licensing, or a closely related role, such as working in or with a state lead agency, a registrant's regulatory team, or a regulatory consultancy.2+ years in a sales, business development, or account-facing role, ideally selling software, data, or services to government or agriculture. Proven outbound skills: you have built your own pipeline through LinkedIn, email, and phone, and can show results. Ability to run a discovery call, ask the right scoping questions, and summarize a prospect's needs in writing. Clear, concise writing for both regulators and industry executives. Comfort with a CRM (HubSpot) and LinkedIn Sales Navigator. Self-directed and organized; able to work independently in a small, remote team.
Nice to have:
  • Existing relationships with state regulatory programs, or registrant regulatory teams.
  • Experience selling into state government, including RFPs, sole-source justifications, cooperative contracts, and long procurement cycles.
  • Familiarity with how registration and licensing systems work
  • Experience selling APIs or data products to technical buyers.
  • Background in agronomy, plant science, entomology, or related field.
  • How we'll measure success
  • First 30 days: learn our registration and management platform, build a target list of priority entities and registrants, and launch your first outreach sequences.
  • First 90 days: a steady weekly cadence of outreach and discovery calls, with qualified meetings booked and documented in the CRM.Ongoing: qualified opportunities and pipeline value created, meeting-to-opportunity conversion, and the quality of scoping notes handed to leadership.
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Level

SeniorL5

Location

Springfield, MO

Occupation

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Industry

Regulation, Licensing, and Inspection of Miscellaneous Commercial Sectors

Posted

today

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