Business Development Representative – Hybrid in Okemos, MI [BDR-2026-10]

Agate Software • Okemos, MI

7d • Hybrid

About The Position

Agate Software is hiring a Business Development Representative to develop revenue across a portfolio of accounts in the government and nonprofit grant-management market. The role involves managing commercial relationships that include renewals, expansions, cross-sells, and new customer acquisition, while partnering with Project Management, Product, and other teams to support successful delivery. The position is onsite initially and becomes eligible for a hybrid schedule of three onsite days and two remote days after the first 90 days.

The representative will prospect across a national territory, build relationships with public-sector and enterprise stakeholders, and learn to manage the complete sales cycle for large enterprise opportunities. The role offers on-the-job training, exposure to public-sector procurement, and the opportunity to sell a configurable enterprise platform. Compensation includes a base salary of $55,000–$60,000 per year, first-year on-target earnings of $70,000–$80,000, and uncapped commission with bonuses for meeting or exceeding targets. The posting also states a salary range of $50,000–$100,000 per year and describes potential total compensation of $100,000–$150,000 or more as the representative builds a book of business.

Requirements

• 1–2+ years of hunter-based business or sales development experience, or transferable experience.
• Documented quota-carrying responsibilities and solid quota attainment.
• Comfort prospecting into new accounts, initiating cold outreach, and developing warm relationships.
• Strong CRM habits, including opportunity qualification, note-taking, next steps, and pipeline management.
• Builder mindset, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.
• Willingness to use warm leads and persistent cold-calling strategies.

Nice To Haves

• HubSpot experience.
• Experience selling to public-sector or enterprise stakeholders.

Responsibilities

• Prospect, engage multiple stakeholders, and develop executive- and program-level relationships.
• Map whitespace and funding sources across agencies and programs.
• Learn to manage the full sales cycle, including discovery, business cases, statements of work and pricing, negotiation, and closing.
• Learn to navigate public-sector procurement processes, including RFI/RFPs, contract amendments, and renewals, with guidance and support from peers and experienced team members.
• Maintain an accurate CRM pipeline with clear next steps, dates, stakeholders, and dependable forecasting.
• Represent Agate Software at industry events, association forums, and virtual conferences, converting relationships into pipeline and closed business.
• Manage commercial relationships involving renewals, expansions, cross-sells, and new customer acquisition.
• Partner with Project Management, Product, and Marketing teams to support delivery and business growth.

Benefits

• Uncapped commission.
• Bonuses for on-target and over-performance.
• Hybrid schedule eligibility after the first 90 days, with three onsite days and two remote days.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level
• Education Level: No Education Listed