Sales Development Representative - Federal

SentinelOne•Mountain View, CA

10d

About The Position

We are looking for a Federal Sales Development Representative to drive pipeline within our most critical, high-value government accounts. This is a precision, account-based prospecting role focused on penetrating complex Federal Agencies (Civ/DoD/IC). You will partner closely with Federal Account Executives to create qualified opportunities that align with agency missions and directly impact public sector revenue. In this role, you will operate as an extension of the Federal sales team—owning agency research, program mapping, outbound strategy, and opportunity creation across a defined set of strategic government accounts. What will you do? Drive Mission-Critical Pipeline Generate qualified pipeline across a named set of Federal agencies and sub-agencies through highly targeted outbound prospecting. Execute account-based strategies tailored to the unique procurement cycles and communication norms of the Federal government. Consistently deliver against quarterly and annual pipeline targets aligned to Federal revenue goals. Partner Deeply with Federal Account Executives Work in lockstep with Federal AEs on: Agency strategy and territory planning (e.g., focusing on specific COCOMs or Civilian departments). Identifying "Whitespace" within massive agency hierarchies. Buying group expansion, including program managers and contracting officers. Navigating the Partner Ecosystem (System Integrators and VARs) to facilitate deal flow. Own Agency Intelligence & Mapping Research complex government organizations to understand: Agency Missions and current strategic priorities. Organizational structure (Command vs. Component vs. Program Office). Compliance requirements and contracting vehicles (e.g., SEWP, GSA, Souce Selection). Build and maintain account maps identifying Program Owners, Technical Decision-Makers, and Influencers. Execute Federal-Level Discovery Lead first-touch conversations with GS-level leaders and SES-level stakeholders. Conduct discovery to understand mission challenges, security mandates (e.g., M-22-09, Executive Orders), and strategic fit. Position SentinelOne credibly within complex, high-compliance security environments.

Requirements

2+ years in an SDR/BDR or inside sales role, with a focus on: Federal/Public Sector prospecting (Civilian, DoD, or Intelligence Community).
Navigating complex government hierarchies and procurement timelines.
Demonstrated success generating pipeline through outbound into the Federal space.
Experience working with Federal AEs and understanding the role of System Integrators (GSIs).
Federal Prospecting & Strategy Skills Knowledge of Federal Mandates: Familiarity with Zero Trust architecture, FedRAMP, and cybersecurity executive orders.
Account Mapping: Ability to map out "The Hill," Pentagon, or Civilian agencies to identify key program stakeholders.
Long-Game Mindset: Experience navigating the long, multi-stage sales cycles typical of government procurement.
Channel Savvy: Understanding of how to leverage the Federal channel partner landscape to gain entry into accounts.
Communication & Presence Executive Presence: Confident speaking with senior government officials and military leadership.
Consultative Tone: Ability to run discovery that feels like mission-support rather than a "hard sell."
Mission-Driven: Motivated by helping government agencies protect critical infrastructure and national security.
Strategic Hunter: Enjoys the "chess game" of Federal sales and navigating the bureaucracy to find the right champion.
Resilient: Patient and persistent in the face of long lead times and complex government regulations.

Nice To Haves

Clearance (Preferred): An active security clearance is a significant plus but not always required.

Responsibilities

Drive Mission-Critical Pipeline Generate qualified pipeline across a named set of Federal agencies and sub-agencies through highly targeted outbound prospecting.
Execute account-based strategies tailored to the unique procurement cycles and communication norms of the Federal government.
Consistently deliver against quarterly and annual pipeline targets aligned to Federal revenue goals.
Partner Deeply with Federal Account Executives Work in lockstep with Federal AEs on: Agency strategy and territory planning (e.g., focusing on specific COCOMs or Civilian departments).
Identifying "Whitespace" within massive agency hierarchies.
Buying group expansion, including program managers and contracting officers.
Navigating the Partner Ecosystem (System Integrators and VARs) to facilitate deal flow.
Own Agency Intelligence & Mapping Research complex government organizations to understand: Agency Missions and current strategic priorities.
Organizational structure (Command vs. Component vs. Program Office).
Compliance requirements and contracting vehicles (e.g., SEWP, GSA, Souce Selection).
Build and maintain account maps identifying Program Owners, Technical Decision-Makers, and Influencers.
Execute Federal-Level Discovery Lead first-touch conversations with GS-level leaders and SES-level stakeholders.
Conduct discovery to understand mission challenges, security mandates (e.g., M-22-09, Executive Orders), and strategic fit.
Position SentinelOne credibly within complex, high-compliance security environments.

Benefits

Medical, Vision, Dental, 401(k), Commuter, Health and Dependent FSA
Unlimited PTO
Industry leading gender-neutral parental leave
Paid Company Holidays
Paid Sick Time
Employee stock purchase program
Disability and life insurance
Employee assistance program
Gym membership reimbursement
Cell phone reimbursement
Numerous company-sponsored events including regular happy hours and team building events