Sales Development Representative
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Job Description
Federal Sales Development Representative driving pipeline through targeted prospecting into government agencies. Partnering with Federal AEs to identify opportunities and accelerate public sector revenue.
Responsibilities:
- Generate qualified pipeline across a named set of Federal agencies and sub-agencies through highly targeted outbound prospecting.
- Execute account-based strategies tailored to the unique procurement cycles and communication norms of the Federal government.
- Consistently deliver against quarterly and annual pipeline targets aligned to Federal revenue goals.
- Work in lockstep with Federal AEs on agency strategy and territory planning.
- Identifying "Whitespace" within massive agency hierarchies.
- Buying group expansion, including program managers and contracting officers.
- Navigating the Partner Ecosystem (System Integrators and VARs) to facilitate deal flow.
- Research complex government organizations to understand agency missions, current strategic priorities, and compliance requirements.
- Build and maintain account maps identifying Program Owners, Technical Decision-Makers, and Influencers.
- Lead first-touch conversations with GS-level leaders and SES-level stakeholders.
- Conduct discovery to understand mission challenges, security mandates, and strategic fit.
- Position SentinelOne credibly within complex, high-compliance security environments.
Requirements:
- 2+ years in an SDR/BDR or inside sales role, with a focus on:
- Federal/Public Sector prospecting (Civilian, DoD, or Intelligence Community).
- Navigating complex government hierarchies and procurement timelines.
- Demonstrated success generating pipeline through outbound into the Federal space.
- Experience working with Federal AEs and understanding the role of System Integrators (GSIs).
- Knowledge of Federal Mandates: Familiarity with Zero Trust architecture, FedRAMP, and cybersecurity executive orders.
- Account Mapping: Ability to map out "The Hill," Pentagon, or Civilian agencies to identify key program stakeholders.
- Long-Game Mindset: Experience navigating the long, multi-stage sales cycles typical of government procurement.
- Channel Savvy: Understanding of how to leverage the Federal channel partner landscape to gain entry into accounts.
- Executive Presence: Confident speaking with senior government officials and military leadership.
- Consultative Tone: Ability to run discovery that feels like mission-support rather than a "hard sell."
- Mission-Driven: Motivated by helping government agencies protect critical infrastructure and national security.
- Strategic Hunter: Enjoys the "chess game" of Federal sales and navigating the bureaucracy to find the right champion.
- Resilient: Patient and persistent in the face of long lead times and complex government regulations.
Benefits:
- Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
- Unlimited PTO
- Industry leading gender-neutral parental leave
- Paid Company Holidays
- Paid Sick Time
- Employee stock purchase program
- Disability and life insurance
- Employee assistance program
- Gym membership reimbursement
- Cell phone reimbursement
- Numerous company-sponsored events including regular happy hours and team building events
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