Business Development Representative

About the role

The Business Development Representative (BDR) is responsible for driving business development activities within the U.S. Federal market. Reporting to the Commercial Director of North America, the BDR will manage the full lead lifecycle, partner program operations, and sales operations support.

Responsibilities

• Own the full lead lifecycle — prospecting, CRM entry, qualification using MEDDPIC, nurture, and progression to opportunity.
• Execute outbound prospecting via phone, email, LinkedIn, events, and referral networks targeting U.S. Federal agencies and defense-adjacent organizations.
• Maintain HubSpot hygiene: every lead has a stage, a next step, and is updated daily. Qualify leads before handoff and meet response time SLAs.
• Schedule and support discovery calls and product demonstrations with qualified federal prospects; deliver a weekly lead report.
• Develop a working knowledge of the Datenna platform and confidently deliver introductory product demonstrations to qualified prospects independently.
• Nurture qualified leads through the early stages of the sales cycle — maintaining consistent follow-up, surfacing objections, and keeping deals moving until they are ready to hand off or close.
• Work alongside reseller partners (including Carahsoft) to identify and jointly pursue federal customers. Leveraging partner relationships to open doors and not waiting for them to generate demand independently.
• Own CRM accuracy for every deal. Stages, contacts, notes, and next steps logged in HubSpot.
• Build relationships at the working level within federal agencies. Analysts, program officers, contracting specialists, and end users.
• Support senior leadership on complex or high-profile opportunities as needed. Running research, preparing briefings, coordinating follow-ups, and managing logistics.
• Understand how federal agencies discover, evaluate, and procure technology solutions and use that knowledge to position Datenna correctly at every stage of the buyer journey.

Requirements

• Experience: 3–5 years of U.S. Federal sales, sales development, or sales operations experience — or equivalent in a defense or B2G environment.
• Federal fluency: Working knowledge of the U.S. Federal budgeting cycle, procurement process, and contracting vehicles (GWACs, IDIQs, task orders).
• CRM discipline: Demonstrated HubSpot proficiency — data entry discipline and pipeline integrity are non-negotiable. If it's not logged, it didn't happen.
• Partner program experience: You have supported or managed a partner or channel program in a federal or B2G context.
• Operational range: You manage multiple concurrent workstreams independently, build process from scratch, and operate comfortably at senior altitude.
• Communication: Effective written and verbal communicator, able to engage senior federal decision-makers and C-suite stakeholders with credibility.

Qualifications

• Proficiency with SAM.gov, GovWin, BGov, or comparable federal market intelligence tools.
• Experience with LinkedIn Sales Navigator and sales engagement platforms (Outreach, Salesloft, or similar).
• Familiarity with national security, defense industrial base, China policy, or OSINT domains.
• Experience coordinating federal conference and event participation — from dossier prep to post-event HubSpot import.

Skills

• Strong communication and relationship-building skills.
• Ability to manage multiple tasks and prioritize effectively.
• Knowledge of federal procurement processes and contracting vehicles.
• Experience with CRM systems and proficiency in HubSpot.
• Ability to work independently and manage process development.

Benefits

• Competitive compensation and benefits package.
• Dynamic, international team environment.
• Significant growth opportunities in a scale-up company.

Pay

Compensation and benefits will be dependent on experience and suitability.

Schedule

Hybrid schedule available.