Business Development Representative - Public Sector
Zip, San Francisco, CA, United States
About Zip
Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.
Your Role Zip is looking for a highly motivated, outgoing, and strategic Business Development Representative (BDR) to help grow our State & Local Government (SLED) business. In this role, you will focus on generating new pipeline within government agencies and public sector organizations through targeted outbound prospecting.
This role requires an understanding of (or strong interest in learning) public sector buying processes, including procurement cycles, compliance considerations, and multi-stakeholder decision-making. You will partner closely with Account Executives to identify opportunities, engage key stakeholders, and book high-quality meetings that convert into pipeline and revenue.
This is a highly strategic role ideal for someone who is curious, resilient, and excited about breaking into or expanding within the public sector sales space.
You Will
Partner closely with SLED Account Executives and Sales Leadership to identify and generate new pipeline within state and local government agencies
Prospect into government organizations using a multi-channel approach (calls, email, LinkedIn, events, and partner ecosystems)
Research agencies, departments, and key stakeholders to understand procurement processes, budget cycles, and organizational priorities
Develop a strong point of view on how Zip can help modernize procurement for public sector organizations
Qualify inbound and outbound opportunities with a focus on public sector-specific requirements (compliance, contracts, timelines)
Maintain accurate records of outreach and pipeline activity in Salesforce and other tools
Collaborate cross-functionally to refine messaging and improve go-to-market strategy for the SLED segment
Adapt quickly in a fast-growing environment and contribute to shaping our public sector outbound motion
Qualifications
6–12+ months of equivalent sales, business development, or outbound prospecting experience
Strong interest in or exposure to selling into State & Local Government or public sector organizations
Strong track record of meeting or exceeding activity and pipeline goals
Highly organized with strong research and time management skills
Excellent written and verbal communication skills
Resilient, curious, and adaptable with a problem-solving mindset
Nice to Haves
Experience selling into SLED, government, or public sector organizations
Familiarity with government procurement processes (RFPs, RFIs, contracts, compliance requirements)
Experience with tools like Salesforce, Outreach, ZoomInfo, Gong, or LinkedIn Sales Navigator
Experience in SaaS or a fast-paced, high-growth environment
Interest in fintech, procurement, or workflow automation
Ability to navigate complex, multi-stakeholder sales environments
What Success Looks Like Within 2 weeks, you will...
Complete onboarding and training, including an introduction to Zip’s public sector strategy
Gain an understanding of government procurement workflows and how Zip supports them
Align with your manager on key success metrics and goals
Begin learning target accounts and personas within SLED
Within 1 month, you will...
Begin outbound prospecting into state and local agencies
Build a pipeline through calls, emails, and social outreach
Create strong first impressions with public sector prospects
Accurately track activity and maintain CRM hygiene
Partner closely with AEs to qualify and convert opportunities
Within 2 months, you will...
Consistently meet or exceed activity and pipeline targets
Schedule qualified discovery meetings with government stakeholders
Develop expertise in SLED personas, procurement cycles, and buying triggers
Contribute insights to improve messaging and targeting in the public sector
Become a key contributor to Zip’s expansion into the SLED market
The salary range for this role is $90,000 - $100,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.
Perks & Benefits At Zip, we’re committed to providing our employees with everything they need to do their best work.
Start-up equity
Full health, vision & dental coverage
️ Catered lunches & dinners for SF employees
Commuter benefit
Team building events & happy hours
Unlimited PTO
Apple equipment plus home office budget
401k plan
We're looking to hire Zippers and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!
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Your Role Zip is looking for a highly motivated, outgoing, and strategic Business Development Representative (BDR) to help grow our State & Local Government (SLED) business. In this role, you will focus on generating new pipeline within government agencies and public sector organizations through targeted outbound prospecting.
This role requires an understanding of (or strong interest in learning) public sector buying processes, including procurement cycles, compliance considerations, and multi-stakeholder decision-making. You will partner closely with Account Executives to identify opportunities, engage key stakeholders, and book high-quality meetings that convert into pipeline and revenue.
This is a highly strategic role ideal for someone who is curious, resilient, and excited about breaking into or expanding within the public sector sales space.
You Will
Partner closely with SLED Account Executives and Sales Leadership to identify and generate new pipeline within state and local government agencies
Prospect into government organizations using a multi-channel approach (calls, email, LinkedIn, events, and partner ecosystems)
Research agencies, departments, and key stakeholders to understand procurement processes, budget cycles, and organizational priorities
Develop a strong point of view on how Zip can help modernize procurement for public sector organizations
Qualify inbound and outbound opportunities with a focus on public sector-specific requirements (compliance, contracts, timelines)
Maintain accurate records of outreach and pipeline activity in Salesforce and other tools
Collaborate cross-functionally to refine messaging and improve go-to-market strategy for the SLED segment
Adapt quickly in a fast-growing environment and contribute to shaping our public sector outbound motion
Qualifications
6–12+ months of equivalent sales, business development, or outbound prospecting experience
Strong interest in or exposure to selling into State & Local Government or public sector organizations
Strong track record of meeting or exceeding activity and pipeline goals
Highly organized with strong research and time management skills
Excellent written and verbal communication skills
Resilient, curious, and adaptable with a problem-solving mindset
Nice to Haves
Experience selling into SLED, government, or public sector organizations
Familiarity with government procurement processes (RFPs, RFIs, contracts, compliance requirements)
Experience with tools like Salesforce, Outreach, ZoomInfo, Gong, or LinkedIn Sales Navigator
Experience in SaaS or a fast-paced, high-growth environment
Interest in fintech, procurement, or workflow automation
Ability to navigate complex, multi-stakeholder sales environments
What Success Looks Like Within 2 weeks, you will...
Complete onboarding and training, including an introduction to Zip’s public sector strategy
Gain an understanding of government procurement workflows and how Zip supports them
Align with your manager on key success metrics and goals
Begin learning target accounts and personas within SLED
Within 1 month, you will...
Begin outbound prospecting into state and local agencies
Build a pipeline through calls, emails, and social outreach
Create strong first impressions with public sector prospects
Accurately track activity and maintain CRM hygiene
Partner closely with AEs to qualify and convert opportunities
Within 2 months, you will...
Consistently meet or exceed activity and pipeline targets
Schedule qualified discovery meetings with government stakeholders
Develop expertise in SLED personas, procurement cycles, and buying triggers
Contribute insights to improve messaging and targeting in the public sector
Become a key contributor to Zip’s expansion into the SLED market
The salary range for this role is $90,000 - $100,000 OTE. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.
Perks & Benefits At Zip, we’re committed to providing our employees with everything they need to do their best work.
Start-up equity
Full health, vision & dental coverage
️ Catered lunches & dinners for SF employees
Commuter benefit
Team building events & happy hours
Unlimited PTO
Apple equipment plus home office budget
401k plan
We're looking to hire Zippers and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!
#J-18808-Ljbffr