Account Development Representative - Federal

Be part of the team that defends the networks the world depends on Corelight defends the world’s most sensitive networks—from global commerce to national defense—quietly, relentlessly, and with resolve. As cyber threats grow faster and smarter, we serve as the trusted force behind network resilience, putting elite defense within reach. By transforming digital footprints from physical, virtual, and cloud networks into actionable insights, we empower defenders to illuminate blind spots and stay ahead of an evolving threat landscape. Built on open-source innovations and fueled by industry leading agentic AI technology, Corelight helps teams to detect advanced threats and close cases with unprecedented clarity and precision. As an 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 1–3 years of SDR or Inside Sales experience in IT I