Strategic OB Sales Development Lead

• Identify prospect’s business priorities and challenges within new, high-intent accounts, uncovering obstacles to their goals and pinpointing relevant new business opportunities
• Research key accounts and stakeholders, using sales engagement tools to deliver prompt follow-up, spark interest, and arrange deeper discovery meetings for the account executive team
• Learn and maintain in-depth knowledge of Wind River solutions, use cases, customer stories, industry trends and competition
• Knowledge of or ability to learn enterprise IT cloud infrastructure, telecom (e.g., 5G, Open RAN), automotive (e.g., ADAS), or aerospace (e.g., mission-critical systems) to align Wind River solutions with industry challenges
• Consistently achieve or exceed performance goals and pipeline revenue that results in closed won opportunities for the AE team

• Cold calling and prospecting: Demonstrated ability to engage decision-makers through outbound calls, emails, and LinkedIn, with a track record of meeting or exceeding quotas
• Technical articulation: Ability to understand and communicate complex technical solutions, such as Wind River’s cloud-to-edge platforms, as value to technical and non-technical stakeholders (e.g., CTOs, engineers)
• CRM proficiency: Experience with sales tools like Salesforce, 6sense, LinkedIn Sales Navigator and other sales engagement tools to manage pipelines and track interactions
• Research and personalization: Skilled at researching accounts and prospects (e.g., telecom NEPs like Nokia or automotive OEMs like Volkswagen) to tailor outreach, addressing specific pain points like edge latency or security
• Resilience and self-motivation: Comfortable handling rejection in a high-volume outbound role, maintaining a positive attitude, and driving results independently
• Collaboration: Ability to work closely with account teams and marketing to execute targeted prospecting strategies, providing feedback on campaign effectiveness
• Time management: Strong organizational skills to prioritize high-potential leads and manage a robust pipeline in a fast-paced environment
• Customer focus: Adept at building rapport, understanding client needs and retell a customer story to build consensus about our value to the prospect (e.g., secure edge-to-cloud solutions that leverage open-source flexibility and operational efficiency to minimize cloud costs)
• 1-3 years of B2B sales experience: Proven success in lead generation and qualifying prospects in a professional, metrics-driven environment, ideally in the software or technology sector
• Software industry exposure: Familiarity with selling SaaS, cloud-native platforms, or embedded systems solutions, particularly to enterprise clients in telecom, automotive, or aerospace
• Education: Bachelor's degree in business, marketing, computer science, or a related field, or equivalent work experience
• Technical knowledge of Linux, edge computing, or IoT is a plus
• Resilient and Persistent
• Curious and Quick-Learning
• Collaborative
• Confident Communicator
• Adaptable
• Data-Driven
• Empathetic Listener
• Organized and Disciplined
• Results-Oriented

Technical knowledge of Linux, edge computing, or IoT is a plus

• Hybrid work model for workplace flexibility
• Comprehensive health, dental, and life insurance
• Short and long-term disability coverage
• RRSP matching for financial security
• Flexible time-off policies for work-life balance
• Employee assistance program for mental well-being
• Learning benefits, including a LinkedIn Learning subscription and seminars