Sales Development Representative - Federal

SentinelOne is redefining cybersecurity with AI-powered innovation and is looking for a Federal Sales Development Representative. This role focuses on generating qualified pipeline within high-value government accounts through targeted prospecting and collaboration with Federal Account Executives.

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 (e.g., focusing on specific COCOMs or Civilian departments)
• 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 and current strategic priorities
• Organizational structure (Command vs. Component vs. Program Office)
• Compliance requirements and contracting vehicles (e.g., SEWP, GSA, Souce Selection)
• 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 (e.g., M-22-09, Executive Orders), 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)
• 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
• An active security clearance is a significant plus but not always required