Enterprise Business Development Rep, Federal

About the role

We are looking for a Enterprise Business Development Rep, Federal who owns the end-to-end process of generating and qualifying pipeline within the public sector. You will own the complex dynamics of government selling by mapping intricate buying centers and identifying strategic entry points across federal, defense, and state and local agencies. This role requires you to act as a strategic partner to our Account Executives, shaping early capture strategies and defining how we engage target agencies with precision. You will own the development of multi-threaded relationships with key stakeholders including program leaders, HR stakeholders, contracting officers, and budget owners. This position demands that you leverage events, industry days, and ecosystem relationships to create access and build a robust pipeline of high-quality opportunities. You will own the consistent generation of qualified meetings and early-stage opportunities that align with strategic government accounts and mission needs. Ultimately, you will own the narrative of BetterUp in the government space, helping to establish our credibility and presence within new agencies or programs through thoughtful and persistent engagement.

Key facts

What you'll do

Own pipeline generation within a defined set of Government accounts or agencies, aligned to territory strategy by conducting deep research and identifying the most relevant and impactful opportunities.

Map and prioritize buying groups, including program leaders, HR stakeholders, contracting officers, and budget owners to understand complex decision-making dynamics and influence pathways.

Develop and execute targeted outreach strategies based on agency priorities, mission needs, and funding dynamics to ensure relevance and timeliness in engagement.

Build and nurture relationships with key stakeholders across Government agencies through multi-threaded engagement, fostering trust and long-term partnerships.

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

Identify entry points via contracts, partners, and vehicles (e.g., existing contract pathways, small business partners, etc.) to navigate complex procurement environments effectively.

Leverage events, industry days, and ecosystem relationships to create access and build pipeline, ensuring a steady flow of high-quality opportunities.

Consistently generate high-quality meetings and early-stage opportunities aligned to strategic accounts, demonstrating disciplined execution and focus.

Maintain accurate pipeline, account intelligence, and activity tracking in Salesforce to ensure visibility, forecasting accuracy, and operational excellence.

Demonstrate adaptability in shifting priorities and agency dynamics, ensuring resilience and continued progress in a complex government landscape.

Champion BetterUp's value proposition within government circles, articulating how our solutions align with mission-driven outcomes and organizational transformation.

Collaborate closely with internal teams to refine messaging, positioning, and strategies based on market feedback and evolving customer needs.

Requirements

2-5 years of experience in business development, SDR/BDR, or sales roles, preferably in SaaS, consulting, or enterprise solutions to ensure a foundational understanding of complex sales environments.

Direct experience selling into or supporting sales efforts within Government, demonstrating an ability to navigate public sector dynamics and stakeholder complexity.

Working knowledge of Government procurement processes, including contract vehicles, acquisition cycles, and budget timelines to engage effectively within regulated environments.

Experience researching and navigating Government agencies, program offices, and buying centers to identify key stakeholders and decision-making processes.

Demonstrated ability to prospect into complex organizations and generate meetings with senior stakeholders, showing persistence and strategic thinking.

Familiarity with capture management concepts (e.g., stakeholder mapping, opportunity shaping) is a strong plus to enhance strategic positioning and win potential.

Strong communication skills, with the ability to engage credibly with mid- to senior-level government stakeholders through clear, professional, and compelling dialogue.

Highly organized, self-directed, and comfortable managing multiple accounts and outreach strategies while maintaining attention to detail and accuracy.

Experience using Salesforce, LinkedIn Sales Navigator, GovWin, or similar tools is a plus to leverage technology for efficiency and insights.

A growth mindset and a passion for learning and development, embracing continuous feedback and improvement to excel in a dynamic mission-driven environment.

Practical notes

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