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

Agate Software • Okemos, MI

8d • $55,000 - $60,000 • Hybrid

About The Position

Agate Software is seeking a driven Business Development Representative to build and manage a portfolio of accounts in the grant management software industry. The role focuses on developing public-sector and enterprise relationships, generating new business, and managing renewals, expansions, cross-sells, and new customer acquisition. The representative will work closely with Project Management, Product, and other teams to support successful customer delivery.

The position offers training and guidance in managing the full sales cycle, including discovery, business-case development, statements of work and pricing, negotiation, and closing. It also involves learning public-sector procurement processes such as RFI/RFPs, contract amendments, and renewals. The representative will maintain an accurate HubSpot pipeline and represent Agate Software at industry events, association forums, and virtual conferences.

The role is based onsite in Okemos, Michigan. After the first 90 days, it is eligible for a hybrid schedule requiring three days onsite and two days remote. Compensation includes a stated 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 separately lists a salary range of $50,000–$100,000 per year.

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 growing warm relationships.
• Strong CRM habits, including opportunity qualification, note-taking, recording next steps, and pipeline management.
• Resilience, high ownership, a bias to action, comfort with ambiguity, and the ability to work under pressure.

Nice To Haves

• HubSpot experience.
• Experience selling to public-sector or enterprise stakeholders.
• Experience with persistent cold-calling strategies and leveraging warm leads.

Responsibilities

• Prospect for new business, develop executive- and program-level relationships, map whitespace and funding sources across agencies and programs, and expand accounts.
• Learn and execute the sales cycle, including discovery, business-case development, SOW and pricing, negotiation, and closing.
• Learn to navigate public-sector procurement, including RFI/RFP processes, contract amendments, and renewals, with guidance from colleagues.
• Maintain an accurate CRM pipeline in HubSpot, including qualification details, notes, next steps, dates, stakeholders, and forecast information.
• Represent Agate Software at industry events, association forums, and virtual conferences, turning relationships into pipeline and closed business.
• Manage commercial relationships involving renewals, expansions, cross-sells, and new customers.
• Partner with Project Management, Product, and Marketing teams to support customer delivery and sales execution.

Benefits

• Uncapped commission.
• Bonuses for on-target and over-performance.
• On-the-job training in managing the end-to-end sales cycle for large enterprise deals.
• Hybrid schedule eligibility after the first 90 days: three days onsite and two days remote.

What This Job Offers

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