Business Development Representative, FED/SLED

Summary: 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 Required Qualifications: - 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 Preferred Qualifications: - Bachelor's degree preferred or equivalent experience - Familiarity with SaaS and industry trends preferred - Legal technology industry experience preferred Required Skills: Salesforce, Gong, Outreach, ZoomInfo, Sales Navigator, AI tools, B2B sales, Fed/SLED accounts, Legal technology, SaaS, Process orientation, Objection handling, Curiosity, Stress management Benefits: Health insurance, Retirement plans, Flexible paid time off, Variable pay, Equity, Bonus, Other forms of compensation