Strategic OB Sales Development Lead

Wind River is a global leader in delivering software for mission-critical intelligent systems. The Strategic Outbound Sales Development Representative (OB SDR) is responsible for generating outbound leads, qualifying prospects, and arranging meetings to drive business opportunities.

Responsibilities

• 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

Skills

• Demonstrated ability to engage decision-makers through outbound calls, emails, and LinkedIn, with a track record of meeting or exceeding quotas
• 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)
• Experience with sales tools like Salesforce, 6sense, LinkedIn Sales Navigator and other sales engagement tools to manage pipelines and track interactions
• 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
• Comfortable handling rejection in a high-volume outbound role, maintaining a positive attitude, and driving results independently
• Ability to work closely with account teams and marketing to execute targeted prospecting strategies, providing feedback on campaign effectiveness
• Strong organizational skills to prioritize high-potential leads and manage a robust pipeline in a fast-paced environment
• 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)
• Proven success in lead generation and qualifying prospects in a professional, metrics-driven environment, ideally in the software or technology sector
• Familiarity with selling SaaS, cloud-native platforms, or embedded systems solutions, particularly to enterprise clients in telecom, automotive, or aerospace
• 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
• Comfortable with rejection in high-volume cold outreach, maintaining motivation to hit/exceed quotas in long enterprise sales cycles
• Eager to grasp complex solutions (e.g., ServiceNow's AI workflows, Aptiv's edge intelligence) and translate them into customer value for diverse industries
• Team-oriented, willing to sync with marketing, AEs, and product teams to refine messaging and ensure smooth lead handoffs
• Articulate and professional, able to engage C-suite and technical buyers with tailored, solution-focused pitches emphasizing security and efficiency
• Flexibly tailors outreach strategies to diverse enterprise prospects (e.g., telecom CTO vs enterprise IT engineer), adjusting messaging to address unique industry needs and feedback
• Leverages CRM analytics and intent signals to prioritize high-intent accounts, optimizing outreach for maximum meeting quality and pipeline impact
• Actively listens to prospects' pain points during discovery (e.g., cloud cost overruns, edge security), building trust to qualify leads and align solutions with client goals
• Manages high-volume outreach (e.g., 50-100 daily multi-channel touches), with strong time management, ensuring timely follow-ups and accurate CRM documentation for seamless team collaboration
• Consistently meets or exceeds KPIs (e.g., activities, discovery meetings, opportunities) by refining approaches to drive pipeline growth and revenue outcomes
• Familiarity with platform software and the Open Source Community

Benefits

• 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

Company Overview

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