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)
Qualifications
- 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
Skills
- Strategic thinking and relationship-building
- Government procurement processes
- Prospecting and meeting generation
- Account planning and capture strategy
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
- 4 BetterUp Inner Workdays
- 5 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: $91,200 - $114,000: New York City and San Francisco $82,000 – $102,000: All other Hub Offices
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. Our US hub locations include: Austin, TX; New York City, NY; San Francisco, CA; and the Washington, DC metro area.