Business Development Representative

Role Overview

• Meet or exceed monthly and quarterly quota targets for qualified sales meetings to include but not limited to meetings completed, pipeline per BDR attainment goals
• Build and execute a territory plan aligned with your assigned Field Sales partners
• Generate pipeline through a mix of inbound lead qualification and strategic outbound prospecting
• Maintain a clean, accurate, and current Salesforce pipeline to support forecasting and revenue visibility
• Consistently engage government leaders with compelling, relevant messaging that reflects Granicus’ differentiated platform value
• Own inbound lead follow-up by immediately contacting, qualifying, and nurturing marketing-generated leads and website inquiries
• Proactively identify, research, and engage target accounts and key stakeholders through phone, email, and multi-touch outreach
• Demonstrate strong cold-calling discipline, confidently initiating conversations with Directors, Executives, and C-suite leaders.
• Partner with Account Executives to: Build and maintain territory and account plans
• Align messaging, timing, and target personas
• Generate qualified discovery meetings that convert into sales opportunities and pipeline
• Participate in marketing programs, campaigns, and events to support funnel creation (may include outbound event promotion or attendance)
• Effectively plan and manage daily and weekly outreach activity to ensure timely follow-up and coverage
• Maintain detailed and accurate records of all activities, contacts, and accounts in Salesforce
• Continuously develop knowledge of: Granicus products and platform capabilities
• GovTech industry trends
• Competitive landscape and differentiation
• Participate in regional sales meetings, team calls, and enablement sessions to continuously improve performance

Requirements

• 2+ years of experience in inside sales, business development, or lead generation preferred
• Demonstrated success in: Cold calling and outbound prospecting
• Meeting or exceeding sales activity and performance targets
• Experience using Salesloft, Salesforce, Gong or similar platforms
• Prior exposure to enterprise or complex B2B or B2G selling environments is a plus
• GovTech, SaaS, or public-sector experience preferred but not required
• Results-driven, competitive, and motivated by clear goals and accountability
• Confident communicators with strong presentation and discovery skills
• Comfortable initiating conversations with senior government leaders
• Highly organized with strong time management and prioritization skills
• Curious, coachable, and quick to learn new products, messaging, and markets
• Collaborative team players who thrive in fast-paced, performance-oriented 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.