Enterprise Business Development Rep, Federal

About the role

We are a hybrid company with a focus on in-person collaboration when necessary. Employees are expected to be available to work from one of our office hubs at least two days per week, or eight days per month. Our US hub locations include: Austin, TX; New York City, NY; San Francisco, CA; and the Washington, DC metro area.

Responsibilities

• 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

Requirements

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

Qualifications

A growth mindset and a passion for learning and development

Skills

AI integration into work to deliver exceptional results while maintaining human judgment and creativity

Benefits

• Access to BetterUp coaching; one for you and one for a friend or family member
• A competitive compensation plan with opportunity for advancement
• Medical, dental, and vision insurance
• Flexible paid time off
• All federal/statutory holidays observed
• Four BetterUp Inner Workdays
• Five volunteer days to give back
• Learning and Development stipend
• Company-wide Summer & Winter breaks
• Year-round charitable contribution of your choice on behalf of BetterUp
• 401(k) self-contribution

Pay

The base salary range for the role is as follows:

• New York City and San Francisco: $91,200 - $114,000
• All other Hub Offices: $82,000 – $102,000

Schedule

We are a hybrid company with a focus on in-person collaboration when necessary. Employees are expected to be available to work from one of our office hubs at least two days per week, or eight days per month.