Business Development Representative

This is a fully remote position, open to applicants in United States.

📋 Description

• Achieve or surpass monthly and quarterly quota goals for qualified sales meetings, which includes, but is not limited to, completed meetings and pipeline attainment targets for each BDR.

• Develop and implement a territory plan that aligns with your designated Field Sales partners.

• Generate a robust pipeline through a combination of inbound lead qualification and strategic outbound prospecting efforts.

• Keep a clean, accurate, and up-to-date Salesforce pipeline to facilitate forecasting and revenue visibility.

• Regularly engage government leaders with persuasive and relevant messaging that highlights the unique value of Granicus’ platform.

• Take ownership of inbound lead follow-up by promptly contacting, qualifying, and nurturing leads generated from marketing and website inquiries.

• Proactively identify, research, and connect with target accounts and key stakeholders via phone, email, and multi-touch outreach strategies.

• Exhibit strong cold-calling discipline, confidently starting conversations with Directors, Executives, and C-suite leaders.

• Collaborate with Account Executives to: Build and maintain territory and account plans.

• Align messaging, timing, and target personas effectively.

• Generate qualified discovery meetings that convert into sales opportunities and pipeline growth.

• Participate in marketing initiatives, campaigns, and events to support funnel creation (which may include outbound event promotion or attendance).

• Strategically plan and manage daily and weekly outreach activities to ensure prompt follow-up and adequate coverage.

• Keep detailed and accurate records of all activities, contacts, and accounts within Salesforce.

• Continuously enhance your knowledge of: Granicus products and platform capabilities, GovTech industry trends, and the competitive landscape and differentiation.

• Engage in regional sales meetings, team calls, and enablement sessions to foster ongoing performance improvement.

⛳️ Requirements

• A minimum of 2 years of experience in inside sales, business development, or lead generation is preferred.

• Proven success in cold calling and outbound prospecting.

• Track record of meeting or exceeding sales activity and performance benchmarks.

• Familiarity with Salesloft, Salesforce, Gong, or similar platforms is advantageous.

• Previous experience in enterprise or complex B2B or B2G sales environments is a plus.

• GovTech, SaaS, or public-sector experience is preferred but not essential.

• A results-driven mindset, competitive spirit, and motivation fueled by clear goals and accountability.

• Strong communicators with excellent presentation and discovery skills.

• At ease initiating discussions with senior government officials.

• Highly organized with exceptional time management and prioritization abilities.

• Curious, coachable, and quick to grasp new products, messaging, and market dynamics.

• Collaborative team players who excel in fast-paced, performance-focused environments.

• Energized by prospecting, problem-solving, and creating new opportunities.

🏝️ Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.

• Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.

• Work From Home Reimbursement – Support a productive home office environment.

• Multiple Health Plan Options – Including a 100% employer-paid plan.

• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.

• Fitness Reimbursement Program – Stay active, your way.

• On-Demand Mental Health Support – Access to Headspace and other wellness tools.

• Paid Parental Leave – For both birthing and non-birthing parents.

• Traditional & Roth 401(k) – With a generous company match.

• Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.

• Online Learning Platforms – Fuel your professional development.

• Competitive Salary & Bonuses – Your contributions are valued and rewarded.