• Drive growth by owning the end-to-end commercial business capture process. • Lead customer discovery and lead generation activities to identify new opportunities. • Collaborate across teams, including Mission Engineering and Product, to deliver integrated solutions for customers. • Manage active pipeline opportunities, facilitating increased deal velocity through cross-functional collaboration with Mission Architecture teams. • Implement qualification criteria and price estimation frameworks for "standard" deals to reduce friction from pursuit review to ROM pricing. • Deliver market sizing reports and customer discovery insights for "next generation" verticals. • Oversee deal closure and ensure the transition from pre-sales to execution is seamless.

Role Description 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 - 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. 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. 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. 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. Requirements - Hungry: 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: Loves to win — whether it’s hitting quota, leading the leaderboard, or challenging yourself daily. Benefits - Compensation range: $60,000 — $100,000 USD. - Equity and additional benefits will also be awarded. Company Description Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel, and Insight, Corelight is the fastest growing network detection and response platform in the industry. Our customers trust us to protect mission-critical assets in leading enterprises, government, and research institutions worldwide. We are leading the way with AI-assisted workflows, machine learning models, cloud security, and SaaS-based solutions to arm defenders with the tools and knowledge they need to disrupt cyber attacks. Our team of passionate innovators are dedicated to solving some of the toughest challenges in cybersecurity, while fostering a collaborative, inclusive, and growth-oriented culture. Corelight is committed to a geographically distributed yet connected employee base with employees working from home and office locations around the world. At Corelight, we are proud of our diversity of background and thought, and we’re united by our strong shared culture and values.

• Enrich, engage, and qualify potential customers • Act as first point of contact for many prospects • Help build a strong sales pipeline for the Account Executive team • Book qualified meetings for AEs • Achieve consistent high-quality outreach activity • Maintain CRM hygiene and handover processes

• Own outbound prospecting and campaign execution • Build and run outbound campaigns • Research companies and identify relevant stakeholders • Manage follow-up from events and demand generation activities