BDR, Federal Sales

We do. We can’t cram it all in here, but you’ll start noticing it from the first interview.

Even our candidate experience is different. And when you get an offer from us (and accept it), you get way more than a paycheck. You get a personal BetterUp Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal BetterUp Coach), and most importantly, work that matters.

This makes for a remarkably focused and fulfilling work experience. Frankly, it’s not for everyone. But for people with fire in their belly, it’s a game-changing, career-defining, soul-lifting move.

If that sounds exciting—and the job description below feels like a fit—we really should start talking.

BetterUp is hiring a Business Development Representative to support and expand our Government practice. This role is designed for individuals who have developed a strong foundation in business development and are ready to take on greater ownership of account strategy, relationship development, and pipeline creation.

As a BDR , you will operate as a strategic partner to Account Executives, helping to shape how we engage target agencies, identify buying centers, and create qualified opportunities within complex government environments.

This is not a traditional high-volume SDR role—this is a strategic, government-focused business development role requiring thoughtful engagement, persistence, and a working knowledge of how federal, defense and state and local government agencies operate and buy.

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  Own pipeline generation within a defined set of Government accounts or agencies, aligned to territory strategy

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  Map and prioritize buying groups, including program leaders, HR stakeholders, contracting officers, and budget owners

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  Develop and execute targeted outreach strategies based on agency priorities, mission needs, and funding dynamics

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  Build and nurture relationships with key stakeholders across Government agencies through multi-threaded engagement

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  Partner with Account Executives on account planning and early-stage capture strategy, contributing insights that shape deal development

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  Identify entry points via contracts, partners, and vehicles (e.g., existing contract pathways, small business partners, etc.)

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  Leverage events, industry days, and ecosystem relationships to create access and build pipeline

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  Consistently generate high-quality meetings and early-stage opportunities aligned to strategic accounts

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  Maintain accurate pipeline, account intelligence, and activity tracking in Salesforce

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  What Success Looks Like

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  Independently generating qualified pipeline within complex Government accounts

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  Demonstrating a strong understanding of agency structures, missions, and procurement pathways

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  Acting as a trusted partner to AEs, contributing to account strategy and opportunity development

Successfully building multi-threaded relationships across target agencies

Helping BetterUp establish early credibility and presence within new agencies or programs

• 2–5 years of experience in business development, SDR/BDR, or sales roles, preferably in SaaS, consulting, or enterprise solutions

• Direct experience selling into or supporting sales efforts within Government

• Working knowledge of Government procurement processes, including contract vehicles, acquisition cycles, and budget timelines

• Experience researching and navigating Government agencies, program offices, and buying centers

• Demonstrated ability to prospect into complex organizations and generate meetings with senior stakeholders

• Familiarity with capture management concepts (e.g., stakeholder mapping, opportunity shaping) is a strong plus

• Strong communication skills, with the ability to engage credibly with mid- to senior-level government stakeholders

• Highly organized, self-directed, and comfortable managing multiple accounts and outreach strategies

• Experience using Salesforce, LinkedIn Sales Navigator, GovWin, or similar tools is a plus

• A growth mindset and a passion for learning and development

Our team thrives at the intersection of human expertise and AI capability. As an AI-forward company, adaptation and continuous learning are part of our daily work. We're looking for teammates who are excited to evolve alongside technology – people who experiment boldly, share their discoveries openly, and help define best practices for AI-augmented work. These professionals thoughtfully integrate AI into their work to deliver exceptional results while maintaining the human judgment and creativity that drives real innovation. During our interview process, you’ll have opportunities to showcase how you harness AI to learn, iterate, and amplify your impact.