Business Development Representative

Granicus

23d•$24 - $24•Remote

About The Position

Serving the People Who Serve the People Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn. Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe. Want to know more? See more of what we do here. Job Summary The mission of the Business Development Representative (BDR) is to generate high-quality, sales-ready pipeline by identifying, engaging, qualifying, and securing discovery meetings with qualified government decision-makers across Federal, State, and Local agencies. BDRs are frontline revenue drivers and play a critical role in expanding Granicus’ footprint by partnering closely with Field Sales, Marketing, and Revenue Operations to ensure consistent, predictable pipeline creation that results in new customers and long-term platform adoption.

Requirements

2+ years of experience in inside sales, business development, or lead generation preferred
Demonstrated success in:
Cold calling and outbound prospecting
Meeting or exceeding sales activity and performance targets
Experience using Salesloft, Salesforce, Gong or similar platforms
We’re looking for individuals who are:
Results-driven, competitive, and motivated by clear goals and accountability
Confident communicators with strong presentation and discovery skills
Comfortable initiating conversations with senior government leaders
Highly organized with strong time management and prioritization skills
Curious, coachable, and quick to learn new products, messaging, and markets
Collaborative team players who thrive in fast-paced, performance-oriented environments
Energized by prospecting, problem-solving, and creating new opportunities

Nice To Haves

Prior exposure to enterprise or complex B2B or B2G selling environments is a plus
GovTech, SaaS, or public-sector experience preferred but not required

Responsibilities

Meet or exceed monthly and quarterly quota targets for qualified sales meetings to include but not limited to meetings completed, pipeline per BDR attainment goals
Build and execute a territory plan aligned with your assigned Field Sales partners
Generate pipeline through a mix of inbound lead qualification and strategic outbound prospecting
Maintain a clean, accurate, and current Salesforce pipeline to support forecasting and revenue visibility
Consistently engage government leaders with compelling, relevant messaging that reflects Granicus’ differentiated platform value
Own inbound lead follow-up by immediately contacting, qualifying, and nurturing marketing-generated leads and website inquiries
Proactively identify, research, and engage target accounts and key stakeholders through phone, email, and multi-touch outreach
Demonstrate strong cold-calling discipline, confidently initiating conversations with Directors, Executives, and C-suite leaders
Partner with Account Executives to:
Build and maintain territory and account plans
Align messaging, timing, and target personas
Generate qualified discovery meetings that convert into sales opportunities and pipeline
Participate in marketing programs, campaigns, and events to support funnel creation (may include outbound event promotion or attendance)
Effectively plan and manage daily and weekly outreach activity to ensure timely follow-up and coverage
Maintain detailed and accurate records of all activities, contacts, and accounts in Salesforce
Continuously develop knowledge of:
Granicus products and platform capabilities
GovTech industry trends
Competitive landscape and differentiation
Participate in regional sales meetings, team calls, and enablement sessions to continuously improve performance

Benefits

Flexibility & Balance
Flexible Time Off – Take the time you need to rest, recharge, and live your life.
Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
Work From Home Reimbursement – Support a productive home office environment.
Health & Wellness
Multiple Health Plan Options – Including a 100% employer-paid plan.
Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
Fitness Reimbursement Program – Stay active, your way.
On-Demand Mental Health Support – Access to Headspace and other wellness tools.
Family & Future
Paid Parental Leave – For both birthing and non-birthing parents.
Traditional & Roth 401(k) – With a generous company match.
Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
Growth & Recognition
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.