Sales Development Representative

OPSWAT; Tampa (FL); On-site; USD 50,000 - 70,000; Full time

Job summary

OPSWAT, located in Florida, is seeking a Sales Development Representative focused on the federal market. The role requires generating interest among prospective clients and scheduling meetings for the sales team.

The ideal candidate will have a background in business development, effective communication skills, and the ability to manage multiple leads. Knowledge of tools like Salesforce and LinkedIn Sales Navigator is preferred. Join us in protecting critical infrastructure!

Qualifications

• Proven business development success using core sales tools.
• Good collaboration skills with sales teams.
• Strong communication skills—written and verbal.

Responsibilities

• Engage federal clients and schedule product demonstrations.
• Qualify inbound and outbound marketing leads.
• Identify key players in government for sales opportunities.

Skills

Business development

Prospecting

Effective communication

Time management

Collaboration

Customer pain points analysis

Education

BA/BS degree or relevant experience

Tools

Salesforce

LinkedIn Sales Navigator

HubSpot

Job description

OPSWAT

Protecting the World’s Critical Infrastructure

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position

In full hyper-growth mode, OPSWAT is seeking an action-oriented and results-driven Sales Development Representative (SDR) focused on the federal market. This role is for someone who has a proven track record of consistently exceeding goals, metrics, and quotas.

Based in our office in Arlington, VA, you will be responsible for booking meetings for your sales partners through inbound marketing leads, targeted vertical leads, and self-generated leads, as well as executing targeted outbound initiatives specifically within the federal sector.

What You Will Be Doing

As a Sales Development Representative at OPSWAT, your primary goal will be to engage prospective federal clients, generate excitement, articulate the value of our solutions, and schedule product demonstrations for the Account Executives. Your efforts will play a crucial role in building a robust pipeline of qualified opportunities for OPSWAT while contributing to our company’s revenue growth.

• Manage, qualify, and prospect inbound and outbound marketing leads through targeted initiatives within the federal market.
• Conduct strong initial discovery conversations to identify specific use cases in government agencies and offer the appropriate solutions while positioning additional relevant OPSWAT products.
• Educate and develop prospective leads, guiding them toward a successful hand-off to the sales team.
• Document conversations and qualifications clearly and accurately.
• Cold call prospects generated from various sources within the federal sector.
• Identify key players and strategic accounts in government, researching and obtaining business requirements (BANT), and presenting tailored solutions to initiate the sales cycle.
• Schedule appointments for OPSWAT’s sales team once a lead is qualified.
• Nurture new marketing leads by educating and developing prospects until they are prepared to speak with a field sales representative.
• Drive attendance for webinars and set up meetings for federal conferences.
• Ensure successful follow-through of the sales cycle by maintaining accurate activity and lead qualification information in the CRM application.
• Collaborate with sales and marketing team members on strategic approaches tailored to the federal market.
• Continuously enhance your expertise through learning and education about all OPSWAT products and the cybersecurity industry.

What We Need From You

• Proven business development and prospecting success through effective use of core sales tools.
• Demonstrated ability to collaborate with a distributed sales team and peers.
• Strong capability to uncover customer pain points and business needs specific to federal clients, correlating them with business solutions and value.
• Excellent and professional communication skills—written, verbal, and presentation.
• Ability to manage multiple requests and time demands concurrently while achieving production goals from assigned territories or accounts.
• A strong sense of urgency for reaching goals and key deliverables, with a proactive approach to tasks.
• Individual contributions to team success while fostering a positive team culture.
• Drive, grit, tenacity, optimism, intelligence, team orientation, and an insatiable desire to earn, compete, and win.

It Would Be Nice If You Had

• BA/BS degree or relevant experience.
• Preferred Experience: Salesforce, 6sense, ZoomInfo, LinkedIn Sales Navigator, HubSpot, and Vidyard.
• Strong passion for excellence and a high level of initiative.
• Excellent communication skills, both written and verbal.
• Professional business presence and acumen.

Equal Opportunity

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.