Business Development Representative

Granicus is a company focused on transforming the Govtech industry by connecting governments with their constituents. The Business Development Representative (BDR) is responsible for generating a high-quality sales pipeline by engaging with government decision-makers and securing meetings to expand Granicus' customer base.

Responsibilities:

• 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
• Successful BDRs at Granicus progress into Account Executive, Strategic Accounts, or Revenue Leadership roles
• 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:

• 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
• 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
• 2+ years of experience in inside sales, business development, or lead generation preferred
• 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