Business Development Representative, Government

Accountabilities: Build and influence relationships with decision-makers and stakeholders across federal and state & local government departments and agencies, while developing strong partnerships with internal teams. Identify and develop early-stage sales opportunities by mapping organizational structures, influence networks, leadership roles, and operational stakeholders. Partner closely with Account Executives to generate qualified pipeline, refine go-to-market tactics, and support the broader government growth strategy. Navigate government budgets, funding cycles, procurement considerations, and potentially lengthy sales processes to align outreach and solution positioning with organizational priorities. Tailor prospecting strategies and communications to the mission, structure, language, and workforce priorities of individual government organizations. Engage stakeholders ranging from senior workforce leaders, including Chief Human Capital Officers, to operational HR and recruiting professionals. Communicate how talent and recruiting solutions can support early-career hiring initiatives while accounting for relevant government priorities and requirements. Maintain consistent, thoughtful engagement across multiple stakeholders and sales cycles, using strong organization and follow-through to move opportunities forward. Requirements Bachelor’s degree or equivalent professional experience in business, government relations, sales, or a related field. At least 1 year of experience in business development, sales, account management, or a related client-facing role; experience with federal or state & local government is preferred. Experience navigating large, complex organizations and engaging multiple stakeholders with different priorities and levels of influence. Ability to manage longer sales cycles and maintain relationships with prospects over an extended period. Strong written and verbal communication skills, with the ability to adapt messaging for different audiences across government environments. Strong attention to detail, organization, collaboration, and follow-through. Familiarity with government terminology, workforce or recruitment processes, budgets, and contracting is a plus. Experience with recruitment technology, talent platforms, or related services is advantageous. Demonstrated ability to use AI tools to improve productivity and effectiveness is a plus. Knowledge of current federal or state & local workforce trends is helpful. Benefits Base compensation and commission with an on-target earnings range of $88,000–$115,000 , plus equity opportunities. Equity in a fast-growing company. 401(k) matching and financial coaching. Medical, dental, and vision coverage. Mental health support and a $500 wellness stipend . Paid parental leave, fertility benefits, and parental coaching. $2,000 learning stipend and ongoing professional development opportunities. Flexible paid time off, plus 15 holidays and 2 flexible days . Remote-work support, including internet-related benefits. Commuting support and access to free lunch and a gym at the San Francisco office. Team outings and employee referral bonuses. Opportunities for career development and internal progression based on performance, values alignment, and contribution.