Business Development Representative, FED/SLED

Exterro is a growing SaaS company seeking a motivated Business Development Representative to support their Federal Government and State, Local Education (Fed/SLED) Sales Team. The role focuses on generating pipeline through personalized outreach and collaboration with sales and marketing to accelerate growth in the Fed/SLED space.

Responsibilities:

• Research and identify key stakeholders within target accounts using Sales Navigator, ZoomInfo, and other prospecting tools
• Conduct strategic outbound prospecting to identify, engage and qualify high-value accounts in the Fed/SLED space via email, phone, and social platforms to build awareness and interest
• Identifying strategic opportunities and market segments through outreach and insight gathering
• Support vertical and account-based campaigns to penetrate new logos or re-engage dormant opportunities
• Consistently meet or exceed quota and outreach KPIs (cold calls, emails, LinkedIn messages, etc.)
• Contributing to pipeline strategy and account-based growth initiatives
• Leverage business acumen to identify and qualify pain points across Legal, Privacy, Compliance and IT Security functions
• Act as a trusted advisor by uncovering pain points and sharing how peers solve similar challenges using Exterro
• Apply qualification frameworks like BANT to qualify prospects before passing to Account Executives
• Schedule discovery calls for the sales team with qualified leads
• Partner with Account Executives to align on territory plans, account mapping, and outbound plays
• Provide insight from outreach efforts to inform messaging, content and campaign strategies
• Work closely with the Account Executives on the Fed/SLED team to ensure a seamless handoff of qualified discovery calls
• Share feedback with Marketing to improve effectiveness of campaigns and lead quality
• Act as a feedback loop between market conversations and internal teams to drive continuous improvement in the GTM strategy
• Maintain accurate activity and lead data in Salesforce
• Track progress against KPIs, including meetings booked, conversion rates, and pipeline contribution
• Co-develop account-based outreach strategies with Account Executives for strategic targets
• Test and iterate on outreach strategies to improve effectiveness

Requirements:

• 1-2 years in a B2B sales or customer-facing role supporting Fed/SLED accounts; enterprise experience in the space preferred
• Proficient with modern sales tech stack: Salesforce, Gong, Outreach, ZoomInfo, Sales Navigator, AI tools, etc
• Must be located within the Central or Eastern time zone
• Self-motivated, results-driven; thrives in a remote, independent work environment
• Excellent written/verbal communication and time management/organizational skills
• Strong cross-functional collaboration and interpersonal skills with the ability to build relationships
• Demonstrated ability to think critically about market opportunities, not just follow a script
• Data driven and fluent in modern sales tech stack (CRM, outreach platforms, enrichment tools)
• Comfortable operating in both strategic and execution capacities
• Highly process-oriented with a focus on consistency and improvement
• Skilled in objection handling; uses curiosity to uncover needs
• Ability to handle stress
• Bachelor's degree preferred or equivalent experience
• Familiarity with SaaS and industry trends preferred
• Legal technology industry experience preferred