Sr. Sales Development Representative - Federal

Position Summary :

ExtraHop seeks a hard-working, driven, enthusiastic, and outgoing individual to join our expanding  Sales Development team. As a sales team member, you will be tasked with building out and executing our prospecting process to reach enterprise buyers of advanced cybersecurity products. We are looking for someone with an entrepreneurial mindset who thinks strategically, wants to build as much as possible, and is willing to get his/her hands dirty. 

Key Responsibilities :

• Generate qualified meetings and sales pipeline through outbound prospecting within our target accounts, articulating the ExtraHop value proposition to prospects.

• Manage target account lists and drive a comprehensive demand generation plan in those accounts.

• Qualify leads based on agency needs, budget, authority, and timeline, ensuring a high-quality handoff to the Federal Account Executive team.

• Rapidly acquire and maintain in-depth knowledge of ExtraHop's NDR solution, competitive landscape, and relevant Federal cybersecurity mandates (e.g., Zero Trust, CDM, EO 14028).

• Maintain a high daily activity, including calls, live prospect connections, email, and LinkedIn touches.

• Work cross-functionally with Field Sales and Marketing to deliver qualified opportunities for the Field Sales team.

• Track and manage prospecting, qualification, and nurturing activities in the company’s CRM system.

• Keep updated with product capabilities, the cybersecurity industry, and the competitive landscape.

• Consistently meet or exceed monthly and quarterly quotas for qualified meetings, created opportunities, and pipeline contribution.

Qualifications : 

• Bachelor's degree or equivalent experience (a degree in a related discipline like Business, Technology, or Cybersecurity is a plus).

• 1-2+ years of experience in Sales Development, Lead Generation, or Inside Sales, preferably within the B2G (Business-to-Government) or enterprise technology space.

• Demonstrated understanding of the U.S. Federal Government structure, procurement cycles, and how technology is sold into Federal agencies is highly preferred.

• Familiarity with cybersecurity, network security, or IT infrastructure terminology is a significant asset.

• Exceptional communication skills, both written and verbal, with a proven ability to engage senior-level contacts.

• High energy, self-starter mentality with a competitive, goal-oriented drive.

• Proficiency with CRM software (e.g., Salesforce) and sales engagement tools.

• Ability to work cooperatively within a fast-paced, high-growth environment.

Skills and Competencies : 

• High activity sales, including high call volume, pipeline growth, and opportunity generation

• Demonstrated ability to conduct cold calls and navigate enterprise accounts

• Ability to employ creative tactics to reach executive management of Enterprise IT

• Challenger sales-related skill set

• Entrepreneurial spirit

• Strong communication skills (both oral and written)

• Works cooperatively with others within the organization and other cross-functional stakeholders.

• Works well in fast-paced, high-stress environments.

• Has predictable, reliable attendance.