Job description

Role Overview We are seeking a B2G-focused Business Development Representative (BDR) to work closely with our Sales and Marketing teams. This role is responsible for generating and maintaining qualified pipeline, booking meetings with municipal stakeholders, and supporting deal momentum through consistent outreach and follow-up. You’ll be engaging with city managers, department directors, innovation teams, procurement officers, and elected officials. Responsibilities • Prospect and qualify municipal leads across assigned territories • Book meetings and demos for Account Executives and Sales Directors. • Conduct outbound outreach via email, phone, and LinkedIn • Manage pre- and post-conference outreach campaigns • Perform structured follow-ups with cities after demos, pilots, and meetings • Research city organizational structures and key stakeholders • Maintain accurate CRM records in HubSpot • Support territory planning and account mapping • Assist with RFP/RFI discovery and early-stage qualification Required Experience & Skills • Experience in B2G sales or public sector business development • Strong understanding of municipal sales cycles and procurement processes • Comfortable engaging senior government stakeholders • Experience using HubSpot or similar CRM • Strong written and verbal communication skills • Highly organized and detail-oriented • Tech-savvy and comfortable learning new platforms • Experience with Google Workspace (Docs, Sheets, Slides) Preferred • Prior experience selling SaaS or GovTech solutions • Familiarity with conferences or similar environments • Willingness and flexibility to travel for conferences and key meetings Compensation This position is Salary + uncapped commission incentive plan Benefits • Eligible for company equity incentive plan • Fully remote position • Unlimited PTO • Health, vision, and dental insurance • $100 monthly wellness stipend • Bi-annual team retreat • Professional development opportunities What to Expect in Our Hiring Process Our hiring process is designed to be thoughtful, efficient, and human. Candidates typically move through a short series of interviews, starting with a 30-minute phone screening, followed by one or two more in-depth subject-matter conversations, role play, reference & background check, and a final interview with our CEO. We focus on cultural alignment, real-world technical understanding, and career goals. We'll be in touch with updates after each stage as promptly as we can. If an offer is extended, the role begins with a 30-day trial period where you'll take ownership of a meaningful project and receive clear, ongoing feedback to ensure mutual fit. Due to regulatory and operational requirements, we are currently only considering candidates based in the United States.

Requirements

Must-haves

You’ll be engaging with city managers, department directors, innovation teams, procurement officers, and elected officials.
Prospect and qualify municipal leads across assigned territories
Book meetings and demos for Account Executives and Sales Directors.
Conduct outbound outreach via email, phone, and LinkedIn
Manage pre- and post-conference outreach campaigns
Perform structured follow-ups with cities after demos, pilots, and meetings
Research city organizational structures and key stakeholders
Maintain accurate CRM records in HubSpot
Support territory planning and account mapping
Assist with RFP/RFI discovery and early-stage qualification
Required Experience & Skills
Experience in B2G sales or public sector business development
Strong understanding of municipal sales cycles and procurement processes
Comfortable engaging senior government stakeholders
Experience using HubSpot or similar CRM
Strong written and verbal communication skills
Highly organized and detail-oriented
Tech-savvy and comfortable learning new platforms
Experience with Google Workspace (Docs, Sheets, Slides)

Nice-to-haves

Prior experience selling SaaS or GovTech solutions
Familiarity with conferences or similar environments
Willingness and flexibility to travel for conferences and key meetings

Application prep

Use the role’s language and application details while tailoring your materials.

Platform: gem
Effort: medium

Benefits

Benefits detected in the listing.

Dental

Vision

Pto

Wellness

Professional Development