Business Development Representative - Public Sector

Business Development Representative (BDR) - State & Local Government (SLED)

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

612+ 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
Compensation

The salary range for this role is $90,000 $100,000 OTE, determined based on location, experience, and skill set.
Perks & Benefits

Start-up equity
Full health, vision & dental coverage
Catered meals (SF employees)
Commuter benefits
Team events & happy hours
Unlimited PTO
Apple equipment + home office budget
401(k) plan
Our Commitment

We're building a team of ownerspeople who communicate openly, move with urgency, and are excited to help modernize how organizations operate. We strongly encourage candidates with public sector experience or interest to apply, even if you don't meet every qualification.
Zip is committed to building a diverse and inclusive workplace where everyone feels they belong.