BDR, Federal Sales

BetterUp•Austin, TX

2d•Hybrid

About The Position

Let’s face it, a company whose mission is human transformation better have some fresh thinking about the employer/employee relationship. We do. We can’t cram it all in here, but you’ll start noticing it from the first interview. Even our candidate experience is different. And when you get an offer from us (and accept it), you get way more than a paycheck. You get a personal BetterUp Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal BetterUp Coach), and most importantly, work that matters. This makes for a remarkably focused and fulfilling work experience. Frankly, it’s not for everyone. But for people with fire in their belly, it’s a game-changing, career-defining, soul-lifting move. Join us and we promise you the most intense and fulfilling years of your career, doing life-changing work in a fun, inventive, soulful culture. If that sounds exciting—and the job description below feels like a fit—we really should start talking. 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. BetterUp is hiring a Business Development Representative to support and expand our Government practice. This role is designed for individuals who have developed a strong foundation in business development and are ready to take on greater ownership of account strategy, relationship development, and pipeline creation. As a BDR , you will operate as a strategic partner to Account Executives, helping to shape how we engage target agencies, identify buying centers, and create qualified opportunities within complex government environments. This is not a traditional high-volume SDR role—this is a strategic, government-focused business development role requiring thoughtful engagement, persistence, and a working knowledge of how federal, defense and state and local government agencies operate and buy.

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
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
A growth mindset and a passion for learning and development

Nice To Haves

Familiarity with capture management concepts (e.g., stakeholder mapping, opportunity shaping) is a strong plus
Experience using Salesforce, LinkedIn Sales Navigator, GovWin, or similar tools is a plus

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