Business Development Representative (BDR) – US Public Sector

Totara is scaling fast in the US Public Sector and they are seeking a driven, outbound-focused BDR/SDR to help break into new accounts and build pipeline across SLED and Federal markets. The role involves generating pipeline through targeted outreach and partnering with Account Executives to create qualified opportunities.

Responsibilities:

• Generate pipeline through high-volume, targeted outbound outreach (calls, email, LinkedIn)
• Break into net-new accounts and utilize multi-thread approach
• Identify and engage key stakeholders across HR, L&D, IT, and compliance teams
• Partner with Account Executives to turn conversations into qualified opportunities
• Research accounts based on funding cycles, priorities, and regulatory drivers (FedRAMP, GovRAMP, etc.)
• Build momentum early in the sales cycle and drive urgency

Requirements:

• Experience in BDR/SDR, sales, or similar role (SaaS preferred)
• Strong outbound prospecting skills — you're not afraid to pick up the phone
• Ability to break into accounts and create opportunities
• Highly motivated, competitive, and results-driven
• Strong communication skills and ability to personalize outreach
• Experience selling into public sector