Business Development Representative Fed/SLED - HP:
About The Position
The Business Development Representative (BDR) – Fed/SLED is responsible for identifying, qualifying, and advancing sales opportunities within the federal, state, local, and education market. This role is primarily focused on following up with leads generated through events such as trade shows, conferences, webinars, and partner programs, with the goal of converting interest into qualified pipeline for the sales team. In addition to working event-generated leads, this role will also support proactive outbound prospecting to identify and engage new contacts within target accounts. The ideal candidate is comfortable with high-volume outreach, strong discovery conversations, and navigating the unique buying dynamics of the Fed/SLED market. This person should be organized, self-motivated, and able to turn early-stage interest into meaningful opportunities for the broader sales organization.
Requirements
- Experience in business development, lead qualification, inside sales, or outbound prospecting.
- Ability to manage a high volume of outreach while maintaining strong attention to detail and follow-through.
- Strong verbal and written communication skills, with the ability to build credibility quickly with prospects.
- Confidence in discovery conversations and the ability to identify legitimate business needs and opportunity fit.
- Familiarity with the Fed/SLED market and public sector buying environments.
- Ability to prospect into new accounts and build pipeline in addition to working inbound or event-sourced leads.
- Strong organizational skills and comfort managing multiple lead sources and priorities.
- Experience using CRM and sales engagement tools to manage pipeline activity and track performance.
- A self-starter mindset with a high level of accountability, coachability, and resilience.
- Ability to work cross-functionally with sales, marketing, and program stakeholders in a fast-paced environment.
Responsibilities
- Follow up quickly and consistently with leads generated from events, field marketing activities, webinars, and partner programs.
- Qualify leads by identifying business need, timeline, decision-making process, use case, and fit within the Fed/SLED market.
- Conduct outbound prospecting to uncover new opportunities within target federal, state, local, and education accounts.
- Use phone, email, LinkedIn, and other approved tools to engage prospects and drive meaningful conversations.
- Schedule qualified meetings and hand off validated opportunities to the appropriate sales team members.
- Maintain accurate and timely activity tracking, lead status updates, and notes within CRM systems.
- Partner closely with sales and marketing stakeholders to align follow-up strategy, messaging, and campaign priorities.
- Tailor outreach and discovery conversations to the procurement complexity, priorities, and language common in Fed/SLED environments.
- Meet or exceed key performance metrics related to outreach activity, lead conversion, meeting generation, and pipeline contribution.
- Continuously refine messaging, qualification approach, and prospecting strategies based on campaign results and market feedback.
Benefits
- Structured learning and career development programs
- Mental health program
- Generous Paid Time Off policy
- Paid medical leave
- Child/Dependent care reimbursement
- Education reimbursement
- 401k match, hardship loan program, access to financial wellness advisor
- Comprehensive healthcare coverage including medical, dental, and vision
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
No Education Listed
