Strategic OB Sales Development Representative

About Wind River

Wind River is a global leader in delivering software for mission‑critical intelligent systems. For more than four decades, the company has been an innovator and pioneer, powering billions of systems that require the highest levels of security, safety, and reliability. Wind River helps customers across automotive, aerospace, defense, industrial, medical, and telecommunications industries solve complex technology challenges. The company’s software powers generation after generation of the safest, most secure systems in the world, including NASA space missions such as Artemis I, the James Webb Space Telescope, and multiple Mars rovers.

About the Opportunity

The Strategic Outbound Sales Development Representative (OB SDR) is an outbound lead generation position responsible for focused outbound efforts, closing prospects for discovery meetings that, in turn, lead to business opportunities while building new customer relationships. Reporting to the Director/Manager of Sales Development, the SDR is often the first contact for many Wind River prospects via outbound telemarketing calls, emails, and social touches.

The OB SDR qualifies prospects, uncovers business priorities and challenges, and develops quality meetings for Wind River’s account teams. At the front end of the process, the OB SDR is responsible for identifying accounts/prospects in their assigned territory then passing them to the appropriate account executive. The role is a development position for a person aspiring to advance in our sales organization.

• 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.
• Possess knowledge of or ability to learn enterprise IT cloud infrastructure, telecom (5G, Open RAN), automotive (ADAS), or aerospace 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 Linked In, 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.
• CRM proficiency:
  Experience with sales tools like Salesforce, 6sense, Linked In Sales Navigator and other sales engagement tools to manage pipelines and track interactions.
• Research and personalization:
  Skilled at researching accounts and prospects to tailor outreach, addressing specific pain points.
• 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 retelling a customer story to build consensus about our value to the prospect.

• 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…