Connector Development Representative - Department of Defense
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.
Responsibilities
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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.
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Research and build target lists of prospective Connectors mapped to Filevine's priority agencies and opportunities.
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Engage prospective Connectors via email, calls, and events — including federal conferences and industry days — to spark interest and open the relationship.
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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.
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Develop compelling outreach messaging and campaigns suited to the federal market.
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Qualify prospective Connectors, assessing the strength and relevance of their agency access and their fit for the Filevine motion.
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Nurture early Connector relationships from initial introduction toward readiness to produce.
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Transition qualified, developed Connector relationships to Connector Managers for ongoing management and activation, ensuring a smooth handoff and continuity of the relationship.
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Support co-marketing initiatives and Connector enablement strategies.
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Track and report on connector-pipeline development, identifying trends and opportunities for improvement.
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Maintain organization and communication across teams, and manage your connector pipeline with rigor in a CRM (Salesforce preferred).
Qualifications:
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2+ Experience in recruiting, sales, partnerships, relationship development, or a customer-facing role (preferably in tech or SaaS); federal or public-sector experience strongly preferred.
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Strong outbound prospecting and business-development experience preferred.
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Familiarity with the DOD and national-security environment — how defense organizations operate, how relationships open doors, and how opportunities take shape — or the ability to ramp quickly into it.
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Ability to work cross-functionally with multiple teams (Sales, Partnerships, and Marketing).
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Exceptional written and verbal communication skills.
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Experience using CRM tools (Salesforce preferred) to track relationships and leads.
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A self-starter with a proactive, action-oriented mentality and a track record of executing on growth initiatives.
Who You Are:
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A strategic doer — you think creatively about growth and know how to execute.
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A key supporting partner — you amplify your team members through strategic support, enabling their focus on the highest-value activities.
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Eager and action-oriented — you are proactive and take ownership of your responsibilities.
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Even-keeled and adaptable — you thrive in a fast-moving environment with changing priorities.
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A strong communicator and relationship builder — you work cross-functionally and collaboratively.
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Highly organized and disciplined — you maintain rigor in managing relationships, pipelines, and outbound prospecting.
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Charismatic and persuasive — you can captivate an audience and create excitement around the connector motion.
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A systems builder — you identify the efforts and patterns that work best and build them into repeatable systems.