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Federal Business Development Representative - DoD

| Greater Boston Area

The Federal BDR is responsible for identifying and qualifying sales opportunities for the Federal Team. Through cold calling, emailing, and partnered marketing events you will look to set up initial meetings with organizations for product demonstrations, as well as check-in meetings for your assigned Field Sales Representative to conduct on-site or remotely. This role comes with a 15 month commitment to the Federal Team you'll spend partnered with two dedicated and seasoned sales reps.

Role Specifications & Scope


  • Hunt for, qualify, and understand net-new prospect security opportunities.
  • Evangelize Carbon Black value to the Federal security ecosystem & keep pulse on news, employment changes, and generalized industry information.
  • Research top prospect information utilizing tools like Deltek GovWin, ZoomInfo, and LinkedIn.
  • Territory management, mapping document management.

Opportunity Management

  • Engage with key channel PM’s and agency C-Level teams.
  • Understand and follow CB’s Federal CDM strategy with our Federal sellers, and engineers for cohesive selling team.
  • Manage all meeting planning, preparation & briefings. Record accurate information and maintain detailed notes in CRM.
  • Work cross-functionally within departments of Cb to drive deals forward (legal, marketing, customer success, sales ops)


  • Implement strategic initiatives with Federal partners to target specific accounts.
  • Monthly & Weekly chedk-in calls with partners to deepen relationships and hunt for new business.
  • On-site visits to federal partners including CDW-G
  • Collaborate with marketing to drive attendance to marketing events. Participate in trade-shows.


  • Exceed pipeline creation, IP and call targets.
  • Assistance with quotes as needed.
  • Work directly with Federal Customer Success team to coordinate add-on opportunities and remain engaged with customers.
  • Attend and present at Federal QBR’s

What You'll Bring

  • Excellent oral and written communication skills.
  • Strong time management & task prioritization skills.
  • Possess the drive to succeed and to participate in the growth of an exciting, fast-paced company.
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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PerlLanguages
    • PythonLanguages
    • ScalaLanguages
    • HTMLLanguages
    • D3JSLibraries
    • ReactLibraries
    • AngularJSFrameworks
    • Node.jsFrameworks
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • OptimizelyAnalytics
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • Microsoft ProjectManagement
    • WordpressCMS
    • SalesforceCRM
    • MarketoLead Gen


Waltham HQ - 1100 Winter Street, Waltham Boston Location - 201 South Street, Boston

An Insider's view of Carbon Black

What does career growth look like on your team?

We consider the Sales Development Representative Program an important first step in building out the foundation of a future leader. Whatever your first steps are at Carbon Black won’t be your last. Our program isn’t just about getting SDRs to be a good quota carrying rep; it’s also about helping them develop the next best step in their careers.


Sr. Director, Corporate Sales

How do you make yourself accessible to the rest of the team?

My leadership style is all about empowering my teams. I work in a way that is transparent and honest and want to help people achieve personal and professional goals. I want to foster technical abilities and make sure our people are keeping up with the leading edge technologies.


VP of Product Infrastructure & Operations

What are some social events your company does?

Our culture club, Life at CB, focuses on a range of events. From company parties and sports leagues to philanthropy and learning and development, there's a ton of ways we get together. Also, a lot of communities were created by our employees, such as the Hiking Club, Women in the Workplace, and more.


Sr. Talent Brand Ambassador

What are Carbon Black Perks + Benefits

Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Onsite Gym
In our Waltham HQ location.
Retirement & Stock Options Benefits
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
For our Waltham HQ
Recreational Clubs
Relocation Assistance
For some roles, we will offer relocation assistance.
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Promote from within
Mentorship program
Time allotted for learning
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