Business Development Representative
Granicus, Washington, District of Columbia, United States
Job Summary
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 exceed monthly and quarterly quota targets for qualified sales meetings, including meetings completed and 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
Successful BDRs at Granicus progress into Account Executive, Strategic Accounts, or Revenue Leadership roles
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
Align messaging, timing, and target personas
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
GovTech industry trends
Competitive landscape and differentiation
You Will Love This Job If You Have
2+ years of experience in 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
Pay Range USD $24.04 - USD $24.04 /Yr.
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.
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.
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What Your Impact Will Look Like
Meet or exceed monthly and quarterly quota targets for qualified sales meetings, including meetings completed and 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
Successful BDRs at Granicus progress into Account Executive, Strategic Accounts, or Revenue Leadership roles
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
Align messaging, timing, and target personas
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
GovTech industry trends
Competitive landscape and differentiation
You Will Love This Job If You Have
2+ years of experience in 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
Pay Range USD $24.04 - USD $24.04 /Yr.
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.
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.
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