Sales Development Representative, Federal
Role Overview
This mid-level Inside Sales Representative role focuses on driving pipeline creation and early-stage deal development for federal accounts, specifically DISA, 4th Estate, Army, and COCOM. Day-to-day responsibilities include prospecting, qualifying opportunities, partnering with Enterprise Account Executives, and engaging technical stakeholders to support complex sales cycles. The hire will impact revenue growth by building a foundation for future enterprise sales leadership within the Federal Sales Team.
Perks & Benefits
The role is fully remote with flexible time zones, as implied by working across time zones and backgrounds. Career growth is emphasized through progression toward larger deal responsibility and enterprise accounts, with a collaborative, inclusive culture that values diverse perspectives and continuous learning. Benefits include a supportive team environment focused on honest feedback and professional development.
Full Job Description
We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.
It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.
One Confluent. One Team. One Data Streaming Platform.
About the Role:
As a member of the Confluent Federal Sales Team, the Inside Sales Representative (ISR) is responsible for driving pipeline creation, early-stage deal development, and consumption growth across DISA and 4th Estate accounts. This role partners closely with Enterprise Account Executives to identify, qualify, and advance opportunities while building a strong foundation for future enterprise sales leadership.
What You Will Do:
Proactively prospect into DISA, 4th Estate, Army and COCOM federal accounts to generate net-new pipeline and expand opportunities within existing customers.
Identify, qualify, and advance early- and mid-stage opportunities using a value-driven, consumption-oriented sales approach.
Partner closely with Enterprise Account Executives to support complex sales cycles by multi-threading accounts and engaging technical and mission stakeholders.
Develop a strong understanding of Confluent’s platform, use cases, and competitive landscape to effectively position value in initial customer conversations.
Engage technical buyers, program managers, and mission owners to uncover data challenges related to real-time processing, hybrid environments, and modernization initiatives.
Support account strategy development by mapping stakeholders, tracking initiatives, and maintaining accurate pipeline data in Salesforce.
Collaborate with Solutions Engineering to coordinate technical discovery, demos, and proof-of-value motions for qualified opportunities.
Work with partner ecosystem teams to identify co-sell opportunities and accelerate pipeline creation.
Maintain disciplined forecasting and pipeline hygiene to ensure smooth handoff to AEs and predictable revenue outcomes.
What You Will Bring:
Consistent creation of qualified pipeline that converts into AE-owned opportunities.
Demonstrated ability to move accounts from initial conversation to technical validation.
Strong account knowledge and stakeholder engagement across assigned territory.
Clear progression toward owning larger deal responsibility and enterprise accounts.
Ready to build what's next? Let’s get in motion.
Come As You Are
Belonging isn’t a perk here. It’s the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what’s possible.
We’re proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.
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