Outbound Business Development Representative (BDR) – Federal

Role Overview

At SolarWinds, we are a people-first company on a mission to enrich lives by helping Federal agencies accelerate digital modernization and strengthen national security. As a Federal Outbound BDR, you are the frontline of our government growth strategy.

You will proactively identify and engage key stakeholders across the Federal landscape—including the DoD, Civilian agencies, and the Intelligence Community. You will be responsible for sparking interest in our powerful, secure-by-design solutions, acting with the high level of accountability and professional rigor required to support the U.S. Government mission.

Primary Responsibilities

• Strategic Federal Prospecting: Execute outbound activities utilizing AI and advanced prospecting tactics to generate new opportunities within targeted Federal agencies. You will map complex agency hierarchies to identify key Program Managers, IT Directors, and System Administrators.
• Mission-Aligned Qualification: Research and qualify prospects to ensure they meet technical and mission requirements. You will verify that opportunities align with current government IT mandates (e.g., Modernization, Cybersecurity Executive Orders) before handing them over to Federal Account Managers.
• Federal Value Messaging: Understand agency-specific pain points—such as legacy migration, audit readiness, and cybersecurity posture—and effectively communicate how SolarWinds’ Secure-by-Design approach provides the visibility needed for high-consequence environments.
• First-Touch Demonstrations: Conduct high-impact, 5-minute online product demonstrations. You must be able to articulate the value of “single-pane-of-glass” monitoring in the context of Agency Missions and operational continuity.
• Pipeline & Handover Management: Maintain meticulous records in Salesforce and manage “pipe create” commits. You will coordinate closely with our specialized Federal sales team to ensure alignment with Federal Fiscal Year (FYE) deadlines and procurement timelines.

Basic Qualifications

• Federal Sales Experience: 1–2 years of experience in lead qualification or business development, specifically targeting the Federal Government (DoD or Civilian).
• Procurement Literacy: Foundational understanding of the Federal procurement process, including familiarity with contract vehicles (e.g., SEWP, GSA) and the role of Federal Systems Integrators (FSIs).
• Self-Starter Mentality: An enthusiastic approach to navigating the “long-game” of Federal prospecting and a passion for learning about SolarWinds’ secure monitoring software.
• Tech Literacy: Proficiency with Salesforce and the Microsoft Office suite.
• Interpersonal Excellence: Exceptional communication skills with a refined, professional style suitable for engaging high-ranking government officials and military personnel.

Preferred Attributes

• Compliance Readiness: Familiarity with security frameworks such as NIST, FIPS 140-2, and Section 508 accessibility standards.
• Security-First Mindset: An understanding of the sensitivity and professional etiquette required when prospecting into secure agency environments.
• Persistence: The resilience to navigate complex government phone trees and the patience to manage the extended lead times typical of the Federal sector.