[Remote] Inside Sales Representative, Federal

Note: The job is a remote job and is open to candidates in USA. Confluent is a company focused on transforming how data is utilized and moved. They are seeking an Inside Sales Representative to drive pipeline creation and early-stage deal development across federal accounts, collaborating closely with Enterprise Account Executives. Responsibilities Proactively prospect into DISA, 4th Estate, Army and COCOM federal accounts to generate net-new pipeline and expand opportunities within existing customers Identify, qualify, and advance early- and mid-stage opportunities using a value-driven, consumption-oriented sales approach Partner closely with Enterprise Account Executives to support complex sales cycles by multi-threading accounts and engaging technical and mission stakeholders Develop a strong understanding of Confluent’s platform, use cases, and competitive landscape to effectively position value in initial customer conversations Engage technical buyers, program managers, and mission owners to uncover data challenges related to real-time processing, hybrid environments, and modernization initiatives Support account strategy development by mapping stakeholders, tracking initiatives, and maintaining accurate pipeline data in Salesforce Collaborate with Solutions Engineering to coordinate technical discovery, demos, and proof-of-value motions for qualified opportunities Work with partner ecosystem teams to identify co-sell opportunities and accelerate pipeline creation Maintain disciplined forecasting and pipeline hygiene to ensure smooth handoff to AEs and predictable revenue outcomes Skills Proactively prospect into DISA, 4th Estate, Army and COCOM federal accounts to generate net-new pipeline and expand opportunities within existing customers Identify, qualify, and advance early- and mid-stage opportunities using a value-driven, consumption-oriented sales approach Partner closely with Enterprise Account Executives to support complex sales cycles by multi-threading accounts and engaging technical and mission stakeholders Develop a strong understanding of Confluent's platform, use cases, and competitive landscape to effectively position value in initial customer conversations Engage technical buyers, program managers, and mission owners to uncover data challenges related to real-time processing, hybrid environments, and modernization initiatives Support account strategy development by mapping stakeholders, tracking initiatives, and maintaining accurate pipeline data in Salesforce Collaborate with Solutions Engineering to coordinate technical discovery, demos, and proof-of-value motions for qualified opportunities Work with partner ecosystem teams to identify co-sell opportunities and accelerate pipeline creation Maintain disciplined forecasting and pipeline hygiene to ensure smooth handoff to AEs and predictable revenue outcomes Consistent creation of qualified pipeline that converts into AE-owned opportunities Demonstrated ability to move accounts from initial conversation to technical validation Strong account knowledge and stakeholder engagement across assigned territory Clear progression toward owning larger deal responsibility and enterprise accounts Company Overview Confluent offers a streaming platform based on Apache Kafka that enables companies to easily access data as real-time streams. It was founded in 2014, and is headquartered in Mountain View, California, USA, with a workforce of 1001-5000 employees. Its website is Company H1B Sponsorship Confluent has a track record of offering H1B sponsorships, with 142 in 2025, 107 in 2024, 91 in 2023, 155 in 2022, 119 in 2021, 50 in 2020. Please note that this does not guarantee sponsorship for this specific role.