Business Development Representative
Granicus, Saint Paul, MN, United States
Business Development Representative
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.
What Your Impact Will Look Like
Meet or exceedmonthly and quarterly quota targetsfor qualified sales meetings to include but not limited to meetings completed, pipeline per BDR attainment goals
Build and execute aterritory planaligned with your assigned Field Sales partners
Generate pipeline through a mix ofinbound lead qualificationandstrategic outbound prospecting
Maintain aclean, accurate, and current Salesforce pipelineto support forecasting and revenue visibility
Consistently engage government leaders with compelling, relevant messaging that reflects Granicus' differentiated platform value
Successful BDRs at Granicus progress into Account Executive, Strategic Accounts, or Revenue Leadership roles.
Own inbound lead follow-up byimmediately contacting, qualifying, and nurturingmarketing-generated leads and website inquiries
Proactively identify, research, and engagetarget accounts and key stakeholdersthrough phone, email, and multi-touch outreach
Demonstrate strongcold-calling discipline, confidently initiating conversations with Directors, Executives, and C-suite leaders
Partner with Account Executives to:
Build and maintainterritory and account plans
Align messaging, timing, and target personas
Generate qualified discovery meetings that convert intosales 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 ensuretimely follow-up and coverage
Maintain detailed and accurate records of all activities, contacts, and accounts inSalesforce
Continuously develop knowledge of:
Granicus products and platform capabilities
GovTech industry trends
Competitive landscape and differentiation
Participate inregional sales meetings, team calls, and enablement sessionsto continuously improve performance
You Will Love This Job If You Have
2+ years of experiencein 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
Prior exposure to enterprise or complex B2B or B2G selling environments is a plus
GovTech, SaaS, or public-sector experience preferred but not required
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
USD $24.04 - USD $24.04 /Hr.
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.
Equal Opportunity Employer Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.
Security and Privacy Requirements
Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.
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What Your Impact Will Look Like
Meet or exceedmonthly and quarterly quota targetsfor qualified sales meetings to include but not limited to meetings completed, pipeline per BDR attainment goals
Build and execute aterritory planaligned with your assigned Field Sales partners
Generate pipeline through a mix ofinbound lead qualificationandstrategic outbound prospecting
Maintain aclean, accurate, and current Salesforce pipelineto support forecasting and revenue visibility
Consistently engage government leaders with compelling, relevant messaging that reflects Granicus' differentiated platform value
Successful BDRs at Granicus progress into Account Executive, Strategic Accounts, or Revenue Leadership roles.
Own inbound lead follow-up byimmediately contacting, qualifying, and nurturingmarketing-generated leads and website inquiries
Proactively identify, research, and engagetarget accounts and key stakeholdersthrough phone, email, and multi-touch outreach
Demonstrate strongcold-calling discipline, confidently initiating conversations with Directors, Executives, and C-suite leaders
Partner with Account Executives to:
Build and maintainterritory and account plans
Align messaging, timing, and target personas
Generate qualified discovery meetings that convert intosales 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 ensuretimely follow-up and coverage
Maintain detailed and accurate records of all activities, contacts, and accounts inSalesforce
Continuously develop knowledge of:
Granicus products and platform capabilities
GovTech industry trends
Competitive landscape and differentiation
Participate inregional sales meetings, team calls, and enablement sessionsto continuously improve performance
You Will Love This Job If You Have
2+ years of experiencein 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
Prior exposure to enterprise or complex B2B or B2G selling environments is a plus
GovTech, SaaS, or public-sector experience preferred but not required
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
USD $24.04 - USD $24.04 /Hr.
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.
Equal Opportunity Employer Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.
Security and Privacy Requirements
Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.
#J-18808-Ljbffr