Sales Support Lead Researcher

Reports to: Fire/EMS Division Director (Business Development / Sales Support)

About the client:

Our client is a leading provider of intelligent transportation system (ITS) solutions, focused on making roads across the United States safer, more efficient, and more connected. Their products include innovative hardware and software technologies — such as the Glance® SaaS platform — that help cities and transportation agencies improve mobility, reduce response times, and enhance roadway safety through smarter infrastructure. Headquartered in Atlanta, Georgia, with offices in Cape Town, South Africa, and India, they work across continents to deliver real-world impact through connected vehicle technology, smart traffic management, and advanced emergency response systems.

Role Summary:

This role exists to uncover qualified leads and save sales representatives significant time by gathering accurate, cold-call-ready prospect intelligence. This will include department contact details, verified decision maker names/titles, and supporting context. This is so sales representatives can focus on outreach, appointments, and demonstrations rather than research.

Our client is seeking a naturally curious, detail-driven “treasure hunter” to validate high-quality prospect leads in the public safety market, specifically Fire, EMS, and Law Enforcement

agencies that may benefit from our client’s Glance Emergency Vehicle Preemption.

This Lead Support Specialist will need to use purpose-built ChatGPT prospecting tools, along with public sources (e.g. LinkedIn, municipal/county directories, official agency sites, local news, Facebook, and other social media) to confirm accuracy and produce lead packets that a Fire/EMS Product Representative can immediately convert into effective outbound calls.

This position will require more overlap with US times, likely 10 AM to 7 PM.

Key Responsibilities:

Lead Discovery & Prospecting (Fire/EMS/Law Enforcement)

• Identify and prioritize target agencies across Fire, EMS, and Law Enforcement, and related government stakeholders.
• Build and maintain a steady pipeline of new prospects aligned to Fire/EMS Sales Representative territories
• Uncover hidden opportunities by connecting the dots across jurisdictions, mutual aid regions, dispatch centers, and municipal/county structures

Decision Maker & Influencer Identification

• Fire Chief, Deputy/Assistant Chief, Battalion Chief, Operations Chief, Training, Fleet Logistics, Communications
• EMS Director/Chief, Operations, Fleet, Training, Communications
• Police Chief, Deputy Chief, Operations and Patrol leadership, Fleet Logistics
• City and/or County Administrator/Manager, Procurement, Finance, IT
• Traffic Signals, Engineering, DOT Stakeholders
• Capture accurate titles, organizational structure, and reporting relations (when possible)

Contact Research & Data Validation (Accuracy is the Product)

• Produce lead profiles to include:

- department name, jurisdiction/coverage area, stations, addresses, main phone, and official web presence

Required Skills

• Strong Ability to research, verify and summarize public information into usable sales intelligence
• Have a familiarity with public safety and government structure (We realize that SA and the US are not the same in structures, but some familiarity is helpful)
• Excellent time management, organization and follow-through, able to manage multiple
• Self-starter who works independently with minimal supervision
• Proficient with Microsoft Office (Excel, Word, PowerPoint) and Google Office suite
• Comfortable with Zoom, Teams and other video meeting tools
• Strong written communication and attention to detail
• Understanding of the sales process and why qualified leads are vital to pipeline and efficiency

Preferred Qualifications

• Salesforce experience
• Retired Fire/Police/EMS professional with supervisory experience
• Experience in lead generation, sales support, inside sales, or public-sector prospecting
• Familiarity with public safety technology (CAD/911 equivalent, communications, fleet, traffic pre-emption/priority)

Traits that matter most

• Naturally curious, persistent, and enjoys solving “information puzzles”
• Accuracy-first mindset and ethical, source-based research habits
• Thinks like a sales rep: “What do they need to make the first call confidently?”
• Looking for a min 5-year research/sales experience