Want to know if this job is worth applying to?
Arlington, Virginia, United States
Onsite
Role Summary:
The Filevine Connector motion is built on developing and leveraging direct relationships to generate the highest-quality opportunities. In the defense market, Connectors create access to program offices, mission owners, and decision-makers across the DOD and national-security community, and deliver those opportunities to the federal sales team.
The Connector Development Representative (CDR) owns the front end of that motion: building the pipeline of potential Connectors. You will identify, engage, and develop prospective Connectors — individuals with trusted relationships and access across the DOD and national-security community — and, once a relationship is qualified and developed, transition it to a Connector Manager for ongoing management and activation. This role is ideal for a creative, outbound-oriented executor who thrives on developing new relationships and building a repeatable sourcing engine. You will work closely with Connector Managers and federal Account Executives, acting as a true partner and team player. This is always a sales-oriented role, requiring a mix of sales rigor, creativity, and relationship-management skill to drive success in the defense environment.
Proactively identify and build a pipeline of potential Connectors through outbound efforts — with an emphasis on individuals who hold trusted relationships and access across DOD and National Security Agencies.
Research and build target lists of prospective Connectors mapped to Filevine's priority agencies and opportunities.
Engage prospective Connectors via email, calls, and events — including federal conferences and industry days — to spark interest and open the relationship.
Leverage events as a recruiting channel: host and organize small gatherings, dinners, and hospitality opportunities to build relationships with and recruit prospective Connectors, and attend industry events and conferences to identify and engage new ones.
Develop compelling outreach messaging and campaigns suited to the federal market.
Qualify prospective Connectors, assessing the strength and relevance of their agency access and their fit for the Filevine motion.
Nurture early Connector relationships from initial introduction toward readiness to produce.
Transition qualified, developed Connector relationships to Connector Managers for ongoing management and activation, ensuring a smooth handoff and continuity of the relationship.
Support co-marketing initiatives and Connector enablement strategies.
Track and report on connector-pipeline development, identifying trends and opportunities for improvement.
Maintain organization and communication across teams, and manage your connector pipeline with rigor in a CRM (Salesforce preferred).
2+ Experience in recruiting, sales, partnerships, relationship development, or a customer-facing role (preferably in tech or SaaS); federal or public-sector experience is a plus.
Strong outbound prospecting and business-development experience preferred.
Ability to work cross-functionally with multiple teams (Sales, Partnerships, and Marketing).
Exceptional written and verbal communication skills.
Experience using CRM tools (Salesforce preferred) to track relationships and leads.
A self-starter with a proactive, action-oriented mentality and a track record of executing on growth initiatives.
A strategic doer — you think creatively about growth and know how to execute.
A key supporting partner — you amplify your team members through strategic support, enabling their focus on the highest-value activities.
Eager and action-oriented — you are proactive and take ownership of your responsibilities.
Even-keeled and adaptable — you thrive in a fast-moving environment with changing priorities.
A strong communicator and relationship builder — you work cross-functionally and collaboratively.
Highly organized and disciplined — you maintain rigor in managing relationships, pipelines, and outbound prospecting.
Charismatic and persuasive — you can captivate an audience and create excitement around the connector motion.
A systems builder — you identify the efforts and patterns that work best and build them into repeatable systems.