Business Development Representative – Hybrid in Okemos, MI [BDR-2026-01]

About the role

Agate Software is seeking a driven salesperson or BDR to join our mission-driven team. This is an onsite position eligible for a hybrid schedule (3 days required onsite/2 days remote) after the first 90 days.

Responsibilities

• Hunt and expand: prospect, multi-thread, and develop executive and program-level relationships; map whitespace and fund sources across agencies and programs.
• Learn to run a full sales cycle end-to-end: discovery, business case, SOW/pricing, negotiation, close; learn to navigate public-sector procurement (RFI/RFP, contract amendments, renewals) with guidance and support from functional peers and experienced team members.
• Maintain a healthy, accurate pipeline in our CRM (Hubspot) with clear next steps, dates, and stakeholders so your forecast is dependable.
• Represent the brand: engage in industry events, association forums, and virtual conferences; turn relationships into pipeline and closed-won business.

Requirements

• 1-2+ years in hunter-based business/sales development (or transferable experience) with documented quota-carrying responsibilities and solid attainment.
• Comfort prospecting into new accounts, opening cold doors, and growing warm relationships.
• Strong CRM hygiene and habits: opportunity qualification, notes, next steps, and pipeline management (HubSpot experience a plus).
• Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.

Qualifications

• Experience in the GovTech industry is a plus.
• Ability to manage the full commercial relationship including renewals, expansions, cross-sells, and new logos.
• Strong communication and relationship-building skills.
• Ability to work independently and as part of a team.

Skills

• Data-driven approach to sales and business development.
• Ability to build trust with public-sector and enterprise stakeholders.
• Strong organizational and time management skills.
• Excellent written and verbal communication skills.

Benefits

• First-year on-target earnings (OTE): $70,000 - $80,000 with a realistic ramp quota.
• Earning potential: successful reps in this role can grow into $100,000 - $150,000+ total compensation as they build their book of business.
• Uncapped commission with bonuses for on target and over-performance.

Pay

Base salary: $55,000 - $60,000 per year. First-year on-target earnings (OTE): $70,000 - $80,000 with a realistic ramp quota. Earning potential: successful reps in this role can grow into $100,000 - $150,000+ total compensation as they build their book of business. Uncapped commission with bonuses for on target and over-performance.

Schedule

This is an onsite position eligible for a hybrid schedule (3 days required onsite/2 days remote) after the first 90 days.