Business Development Representative - Public Sector

Zip•San Francisco, CA

20h•$90,000 - $100,000

About The Position

The simple task of buying software, services, or tools at work has become increasingly complex - even more so within state and local government organizations navigating strict procurement processes, compliance requirements, and budget constraints. Today, enterprises and public sector organizations alike spend $120T+ per year globally and rely heavily on vendors to operate effectively and deliver critical services to their communities. Our cofounders started Zip in 2020 to solve this problem with a purpose-built procurement platform that delivers a simple, consumer-grade experience while meeting the needs of highly regulated environments. In just 4 years, Zip has created a new category and built a leading solution in this $50B+ TAM space. Today, organizations like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential trust Zip to manage billions in spend—and we are rapidly expanding our footprint into the public sector. We have a world-class team from companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. Backed by $370M in funding and a $2.2B valuation, we are focused on expanding into new markets—including State & Local Government—and delivering meaningful value to our customers. Your Role Zip is looking for a highly motivated, outgoing, and strategic Business Development Representative (BDR) to help grow our State & Local Government (SLED) business. In this role, you will focus on generating new pipeline within government agencies and public sector organizations through targeted outbound prospecting. This role requires an understanding of (or strong interest in learning) public sector buying processes, including procurement cycles, compliance considerations, and multi-stakeholder decision-making. You will partner closely with Account Executives to identify opportunities, engage key stakeholders, and book high-quality meetings that convert into pipeline and revenue. This is a highly strategic role ideal for someone who is curious, resilient, and excited about breaking into or expanding within the public sector sales space.

Requirements

6–12+ months of equivalent sales, business development, or outbound prospecting experience
Strong interest in or exposure to selling into State & Local Government or public sector organizations
Strong track record of meeting or exceeding activity and pipeline goals
Highly organized with strong research and time management skills
Excellent written and verbal communication skills
Resilient, curious, and adaptable with a problem-solving mindset

Nice To Haves

Experience selling into SLED, government, or public sector organizations
Familiarity with government procurement processes (RFPs, RFIs, contracts, compliance requirements)
Experience with tools like Salesforce, Outreach, ZoomInfo, Gong, or LinkedIn Sales Navigator
Experience in SaaS or a fast-paced, high-growth environment
Interest in fintech, procurement, or workflow automation
Ability to navigate complex, multi-stakeholder sales environments

Responsibilities

Partner closely with SLED Account Executives and Sales Leadership to identify and generate new pipeline within state and local government agencies
Prospect into government organizations using a multi-channel approach (calls, email, LinkedIn, events, and partner ecosystems)
Research agencies, departments, and key stakeholders to understand procurement processes, budget cycles, and organizational priorities
Develop a strong point of view on how Zip can help modernize procurement for public sector organizations
Qualify inbound and outbound opportunities with a focus on public sector-specific requirements (compliance, contracts, timelines)
Maintain accurate records of outreach and pipeline activity in Salesforce and other tools
Collaborate cross-functionally to refine messaging and improve go-to-market strategy for the SLED segment
Adapt quickly in a fast-growing environment and contribute to shaping our public sector outbound motion