Business Development Representative

Granicus•Washington, DC

23h•Remote

About The Position

Granicus is a leader in the Govtech industry, providing cloud-based solutions for communications, government website design, meeting and agenda management, records management, and digital services. The company serves over 5,500 federal, state, and local government agencies and aims to connect governments with their constituents through equitable and inclusive technology. The Business Development Representative (BDR) is a critical, frontline revenue-generating role focused on creating high-quality, sales-ready pipeline. This involves identifying, engaging, qualifying, and securing discovery meetings with government decision-makers across Federal, State, and Local agencies. BDRs collaborate closely with Field Sales, Marketing, and Revenue Operations to ensure consistent and predictable pipeline creation, which leads to new customers and long-term platform adoption. Successful BDRs at Granicus have opportunities for career progression into roles such as Account Executive, Strategic Accounts, or Revenue Leadership.

Requirements

Demonstrated success in: Cold calling and outbound prospecting
Demonstrated success in: Meeting or exceeding sales activity and performance targets
Experience using Salesloft, Salesforce, Gong or similar platforms

Nice To Haves

2+ years of experience in inside sales, business development, or lead generation
Prior exposure to enterprise or complex B2B or B2G selling environments is a plus
GovTech, SaaS, or public-sector experience

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
Partner with Account Executives to: Align messaging, timing, and target personas
Partner with Account Executives to: 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
Continuously develop knowledge of: GovTech industry trends
Continuously develop knowledge of: Competitive landscape and differentiation
Participate in regional sales meetings

Benefits

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.
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.
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.
Online Learning Platforms – Fuel your professional development.
Competitive Salary & Bonuses – Your contributions are valued and rewarded.