ExtraHop

Senior Sales Development Representative – Federal

ExtraHop

full-time

Posted on:

Location Type: Remote

Location: Remote • 🇺🇸 United States

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Job Level

Senior

Tech Stack

Cyber Security

About the role

  • 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.

Requirements

  • 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.
Benefits
  • Health, Dental, and Vision Benefits
  • Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time
  • Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan
  • FSA and Dependent Care Accounts + EAP, where applicable
  • Educational Reimbursement
  • 401k with Employer Match or Pension where applicable
  • Pet Insurance (US Only)
  • Parental Leave (US Only)
  • Hybrid and Remote Work Model

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
lead generationsales developmentprospectingqualificationdemand generationpipeline managementcybersecuritynetwork securityIT infrastructureZero Trust
Soft skills
communication skillsself-starter mentalitygoal-orientedhigh energycollaborationengagement with senior-level contactsorganizational skillsadaptabilitycompetitive drivetime management