Strategic OB Sales Development Representative

Aptiv•Washington, DC

1d•$100,000•Hybrid

About The Position

Wind River’s Corporate Sales team sells to all levels of decision makers within Wind River’s prospective customers that span the Enterprise Industrial, Auto, Aerospace, Government & Defense, and Telco industries. The Strategic Outbound Sales Development Representative (OB SDR) is an outbound lead generation position responsible for focused outbound efforts, closing prospects for discovery meetings that, in turn, lead to business opportunities while building new customer relationships. Reporting to the Director/Manager of Sales Development, the SDR is often the first contact for many Wind River prospects via outbound telemarketing calls, emails and social touches. The OB SDR qualifies prospects, uncovers business priorities and challenges, to develop quality meetings for Wind River’s account teams. At the front end of the process, the OB SDR is responsible for identifying accounts/prospects in their assigned territory then passing them to the appropriate account executive. The OB SDR role is a development position for a person aspiring for advancement in our sales organization.

Requirements

Demonstrated ability to engage decision-makers through outbound calls, emails, and LinkedIn, with a track record of meeting or exceeding quotas.
Ability to understand and communicate complex technical solutions, such as Wind River’s cloud-to-edge platforms, as value to technical and non-technical stakeholders (e.g., CTOs, engineers)
Experience with sales tools like Salesforce, 6sense, LinkedIn Sales Navigator and other sales engagement tools to manage pipelines and track interactions
Skilled at researching accounts and prospects (e.g., telecom NEPs like Nokia or automotive OEMs like Volkswagen) to tailor outreach, addressing specific pain points like edge latency or security
Comfortable handling rejection in a high-volume outbound role, maintaining a positive attitude, and driving results independently
Ability to work closely with account teams and marketing to execute targeted prospecting strategies, providing feedback on campaign effectiveness
Strong organizational skills to prioritize high-potential leads and manage a robust pipeline in a fast-paced environment
Adept at building rapport, understanding client needs and retell a customer story to build consensus about our value to the prospect (e.g., secure edge-to-cloud solutions that leverage open-source flexibility and operational efficiency to minimize cloud costs)

Nice To Haves

1-3 years of B2B sales experience: Proven success in lead generation and qualifying prospects in a professional, metrics-driven environment, ideally in the software or technology sector
Familiarity with selling SaaS, cloud-native platforms, or embedded systems solutions, particularly to enterprise clients in telecom, automotive, or aerospace
Technical knowledge of Linux, edge computing, or IoT is a plus

Responsibilities

Identify prospect’s business priorities and challenges within new, high-intent accounts, uncovering obstacles to their goals and pinpointing relevant new business opportunities
Research key accounts and stakeholders, using sales engagement tools to deliver prompt follow-up, spark interest, and arrange deeper discovery meetings for the account executive team.
Learn and maintain in-depth knowledge of Wind River solutions, use cases, customer stories, industry trends and competition
Knowledge of or ability to learn enterprise IT cloud infrastructure, telecom (e.g., 5G, Open RAN), automotive (e.g., ADAS), or aerospace (e.g., mission-critical systems) to align Wind River solutions with industry challenges
Consistently achieve or exceed performance goals and pipeline revenue that results in closed won opportunities for the AE team.