Account Development Representative (Join our Talent Community)

Join Our Talent Community: Future Inside Sales Openings

At Corelight, we are always looking for exceptional sales talent to join our mission. While we may not have an immediate vacancy in your specific territory today, we use this 'Evergreen' requisition to identify and vet top-tier candidates for upcoming openings. By applying here, you are entering our priority talent bench for the next available ISR seat.

Role Overview

As an Enterprise Account Development Representative at Corelight, you play a critical role in our revenue engine. Moving beyond traditional lead qualification, you will specialize in Enterprise Account Prospecting, conducting deep-dive research and persona mapping to penetrate the world’s most elite defenders.

You will partner with Field Account Executives and Marketing to build high-value pipelines. This role demands a sophisticated, consultative approach—engaging senior decision-makers with value-led insights. You will develop a deep understanding of their business challenges and articulate how Corelight’s Open NDR platform provides the solution. This is a high-impact position designed for sales professionals looking to master the enterprise sales motion and accelerate their career toward Field Sales or specialized customer-facing roles.

What You Will Do

Following a comprehensive onboarding program with our world-class Enablement team, you will:

• Execute Strategic Account Prospecting: Conduct rigorous research into Fortune 500 and Global 2000 accounts to identify business drivers, technical environments, and untapped opportunities within our Ideal Customer Profile (ICP).
• Master Persona Mapping & Nurturing: Navigate complex organizational hierarchies to identify and map key stakeholders—from SOC Analysts to CISOs. You will build and nurture long-term relationships through consistent, value-led touchpoints.
• Consultative Engagement: Engage decision-makers through a value-led approach to facilitate high-level conversations about network detection and response (NDR) and data-driven security.
• Drive Multi-Channel Engagement: Proactively engage executive prospects via hyper-personalized email, strategic social selling, and targeted outbound calls, delivering Corelight’s value proposition with precision and authority.
• Accelerate Pipeline Growth: Qualify inbound MQLs and convert them into strategic meetings. You will leverage the Pain-Power-Fit-Timeline methodology to prioritize high-intent opportunities and ensure a seamless handoff to your Account Executive partners.
• Maintain Sales Excellence: Demonstrate meticulous attention to detail by maintaining accurate, real-time records within our tech stack, including Salesforce, Outreach, and LinkedIn Sales Navigator.

Who You Are

We are looking for professionals who blend a competitive drive with a strategic, analytical mindset. You should be:

• Hungry: You are motivated by goals, growth, and grit. You don’t wait for leads — you create them.

• Consultative: Able to engage in credible, high-level business conversations with technical leaders and executives.
• Analytical & Creative: Passionate about the "detective work" involved in account research and persona mapping and bring engaging new ways to meet prospects where they are at in the buying process.
• Resilient: Thriving in a fast-paced, goal-oriented environment where persistence and creativity are rewarded.
• Coachable: Committed to continuous improvement and mastering the nuances of cybersecurity sales.
• Competitive: You love to win — whether it’s hitting quota, leading the leaderboard, or challenging yourself daily.

Preferred Qualifications

• 1–3 years of SDR or Inside Sales experience in IT Infrastructure solutions or cybersecurity companies (but we’ll train the right rookie if they have basic sales methodology training).
• Large account prospecting (Fortune 1000 accounts)
• Strong written and verbal communication skills.
• High emotional intelligence and professional persistence.
• Experience with Sales Productivity Tools (SalesForce, Sales Navigator, Outreach, etc.)
• Four-year degree from an accredited university, or equivalent relevant experience