Own pipeline generation within a defined set of Government accounts or agencies, aligned to territory strategy
Map and prioritize buying groups, including program leaders, HR stakeholders, contracting officers, and budget owners
Develop and execute targeted outreach strategies based on agency priorities, mission needs, and funding dynamics
Build and nurture relationships with key stakeholders across Government agencies through multi-threaded engagement
Partner with Account Executives on account planning and early-stage capture strategy, contributing insights that shape deal development
Identify entry points via contracts, partners, and vehicles (e.g., existing contract pathways, small business partners, etc.)
Leverage events, industry days, and ecosystem relationships to create access and build pipeline
Consistently generate high-quality meetings and early-stage opportunities aligned to strategic accounts
Maintain accurate pipeline, account intelligence, and activity tracking in Salesforce

2–5 years of experience in business development, SDR/BDR, or sales roles, preferably in SaaS, consulting, or enterprise solutions
Direct experience selling into or supporting sales efforts within Government
Working knowledge of Government procurement processes, including contract vehicles, acquisition cycles, and budget timelines
Experience researching and navigating Government agencies, program offices, and buying centers
Demonstrated ability to prospect into complex organizations and generate meetings with senior stakeholders
Familiarity with capture management concepts (e.g., stakeholder mapping, opportunity shaping) is a strong plus
Strong communication skills, with the ability to engage credibly with mid
to senior-level government stakeholders
Highly organized, self-directed, and comfortable managing multiple accounts and outreach strategies
Experience using Salesforce, LinkedIn Sales Navigator, GovWin, or similar tools is a plus
A growth mindset and a passion for learning and development

BDR, Federal Sales

Key skills