Senior Account Development Representative - Federal - Corelight

As an Senior Enterprise Account Development Representative at Corelight, you play a critical role in our revenue engine in the DOW/DOD and Intel Community. Moving beyond traditional lead qualification, you will specialize in Enterprise Account Prospecting, conducting deep-dive research and persona mapping to penetrate the world’s most elite defenders.

You will partner with Field Account Executives and Marketing to build high-value pipelines. This role demands a sophisticated, consultative approach—engaging senior decision-makers with value-led insights. You will develop a deep understanding of their business challenges and articulate how Corelight’s Open NDR platform provides the solution. This is a high-impact position designed for sales professionals looking to master the enterprise sales motion and accelerate their career toward Field Sales or specialized customer-facing roles.

What You Will Do

Following a comprehensive onboarding program with our world-class Enablement team, you will:

• Execute Strategic Account Prospecting: Conduct rigorous research into Fortune 500 and Global 2000 accounts to identify business drivers, technical environments, and untapped opportunities within our Ideal Customer Profile (ICP).
• Master Persona Mapping & Nurturing: Navigate complex organizational hierarchies to identify and map key stakeholders—from SOC Analysts to CISOs. You will build and nurture long-term relationships through consistent, value-led touchpoints.
• Consultative Engagement: Engage decision-makers through a value-led approach to facilitate high-level conversations about network detection and response (NDR) and data-driven security.
• Drive Multi-Channel Engagement: Proactively engage executive prospects via hyper-personalized email, strategic social selling, and targeted outbound calls, delivering Corelight’s value proposition with precision and authority.
• Accelerate Pipeline Growth: Qualify inbound MQLs and convert them into strategic meetings. You will leverage the Pain-Power-Fit-Timeline methodology to prioritize high-intent opportunities and ensure a seamless handoff to your Account Executive partners.
• Maintain Sales Excellence: Demonstrate meticulous attention to detail by maintaining accurate, real-time records within our tech stack, including Salesforce, Outreach, and LinkedIn Sales Navigator.

Who You Are

We are looking for professionals who blend a competitive drive with a strategic, analytical mindset. You should be:

• Hungry: You are motivated by goals, growth, and grit. You don’t wait for leads — you create them.

• Consultative: Able to engage in credible, high-level business conversations with technical leaders and executives.
• Analytical & Creative: Passionate about the "detective work" involved in account research and persona mapping and bring engaging new ways to meet prospects where they are at in the buying process.
• Resilient: Thriving in a fast-paced, goal-oriented environment where persistence and creativity are rewarded.
• Coachable: Committed to continuous improvement and mastering the nuances of cybersecurity sales.
• Competitive: You love to win — whether it’s hitting quota, leading the leaderboard, or challenging yourself daily.

Preferred Qualifications 

• 3–5 years of SDR or Inside Sales experience in IT Infrastructure solutions or cybersecurity companies (but we’ll train the right rookie if they have basic sales methodology training).
• Large account prospecting (Fortune 1000 accounts)
• Strong written and verbal communication skills.
• High emotional intelligence and professional persistence.
• Experience with Sales Productivity Tools (SalesForce, Sales Navigator, Outreach, etc.)
• Four-year degree from an accredited university, or equivalent relevant experience