Business Development Representative, FED/SLED

Business Development Representative (BDR)

Exterro is seeking a driven, dynamic and motivated Business Development Representative (BDR) to join our growing SaaS company and support the Federal Government and State, Local Education (Fed/SLED) Sales Team.

In this high-impact role, you'll help expand Exterro's presence across Fed/SLED organizations by generating pipeline through personalized, account-based outreach. Ideal for someone who thrives in a consultative, innovative sales environment and is eager to accelerate their sales career. This role goes beyond lead generation it bridges Sales, Marketing and Strategy to accelerate sustainable growth. This position will report directly into the Senior Director, Business Development.

Key Responsibilities:

Targeted Prospecting & Lead Generation:

• Research and identify key stakeholders within target accounts using Sales Navigator, ZoomInfo, and other prospecting tools.
• Conduct strategic outbound prospecting to identify, engage and qualify high-value accounts in the Fed/SLED space via email, phone, and social platforms to build awareness and interest.
• Identifying strategic opportunities and market segments through outreach and insight gathering.
• Support vertical and account-based campaigns to penetrate new logos or re-engage dormant opportunities.

• Consistently meet or exceed quota and outreach KPIs (cold calls, emails, LinkedIn messages, etc.).
• Contributing to pipeline strategy and account-based growth initiatives.

Discovery & Qualification:

• Leverage business acumen to identify and qualify pain points across Legal, Privacy, Compliance and IT Security functions.
• Act as a trusted advisor by uncovering pain points and sharing how peers solve similar challenges using Exterro.
• Apply qualification frameworks like BANT to qualify prospects before passing to Account Executives.
• Schedule discovery calls for the sales team with qualified leads.

Collaboration with Sales and Marketing:

• Partner with Account Executives to align on territory plans, account mapping, and outbound plays.
• Provide insight from outreach efforts to inform messaging, content and campaign strategies.
• Work closely with the Account Executives on the Fed/SLED team to ensure a seamless handoff of qualified discovery calls.
• Share feedback with Marketing to improve effectiveness of campaigns and lead quality.
• Act as a feedback loop between market conversations and internal teams to drive continuous improvement in the GTM strategy.

Pipeline & Activity Management:

• Maintain accurate activity and lead data in Salesforce.
• Track progress against KPIs, including meetings booked, conversion rates, and pipeline contribution.
• Co-develop account-based outreach strategies with Account Executives for strategic targets.
• Test and iterate on outreach strategies to improve effectiveness.

Requirements:

• 1-2 years in a B2B sales or customer-facing role supporting Fed/SLED accounts; enterprise experience in the space preferred.
• Proficient with modern sales tech stack: Salesforce, Gong, Outreach, ZoomInfo, Sales Navigator, AI tools, etc.
• Bachelor's degree preferred or equivalent experience.
• Familiarity with SaaS and industry trends preferred.
• Legal technology industry experience preferred.
• Must be located within the Central or Eastern time zone.

Skills:

• Self-motivated, results-driven; thrives in a remote, independent work environment.
• Excellent written/verbal communication and time management/organizational skills.
• Strong cross-functional collaboration and interpersonal skills with the ability to build relationships.
• Demonstrated ability to think critically about market opportunities, not just follow a script.
• Data driven and fluent in modern sales tech stack (CRM, outreach platforms, enrichment tools)
• Comfortable operating in both strategic and execution capacities.
• Highly process-oriented with a focus on consistency and improvement.
• Skilled in objection handling; uses curiosity to uncover needs.
• Ability to handle stress.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The salary range for this remote position is $58,375-$65,125 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.

All employees are responsible for understanding and adhering to the organization's security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.