Shape the future of public sector engagement by leading a global Business Development Representative (BDR) organization. This role is responsible for designing and executing a scalable, data-driven go-to-market strategy that fuels predictable pipeline growth across inbound and outbound channels. You'll align closely with Sales, Marketing, Product Marketing, and Revenue Operations to refine targeting, improve conversion rates, and deepen market penetration in government, enterprise, and destination marketing segments.
Leadership & Strategy
Lead a team of approximately 60 BDRs and frontline managers across multiple regions, fostering a culture of execution excellence, inclusion, and career development. Set clear KPIs, quotas, and operating rhythms to ensure consistent performance and accountability. Drive talent development with a focus on coaching, promotion into Account Executive and Customer Success roles, and long-term team growth.
Go-to-Market Execution
Design and refine playbooks for multi-threaded outreach, executive-level engagement, and functional buyer personas. Optimize qualification standards, handoff processes, and segmentation strategies to ensure high-quality lead transitions. Use AI and automation to enhance personalization, rep efficiency, and pipeline velocity while maintaining alignment with segment-specific messaging.
Technology & Operations
Oversee adoption of core platforms including Salesforce, Outreach, Salesloft, Gong, and ZoomInfo. Partner with Revenue Operations to maintain data integrity, reporting accuracy, and analytics maturity. Ensure speed-to-lead compliance and continuous improvement in outreach effectiveness through QA reviews and performance tracking.
Collaboration & Insight
Work with Marketing and Product Marketing to build integrated campaigns, ABM sequences, and feedback loops that increase relevance and ROI. Translate customer insights into actionable improvements in messaging, targeting, and sales methodology. Support early-stage deal progression using frameworks like MEDDPICC and Challenger, and contribute to coverage model design with Sales leadership.
Qualifications
- 10+ years in business development, sales development, or revenue leadership within SaaS or technology environments
- Proven track record managing large, geographically distributed BDR/SDR teams and delivering measurable pipeline results
- Deep experience with outbound, inbound, and account-based motions, including pipeline analytics and conversion optimization
- Familiarity with AI-enhanced prospecting, prioritization, and coaching tools
- Hands-on expertise with Salesforce and modern sales engagement platforms
- Direct experience in public sector, GovTech, or regulated markets, including Federal, State, and Local government
- Experience supporting international go-to-market strategies across diverse regions
Work Environment
This is a remote-first role with a globally distributed team. The organization operates across the U.S., Canada, U.K., Australia, New Zealand, India, and Armenia, supporting a flexible, inclusive work model. The company champions diversity, equity, and inclusion, with no degree requirements for most roles and a commitment to lifelong learning and career growth.
Compensation & Benefits
Base salary range: USD $120,000 – $130,000 per year. The organization offers opportunities for advancement into Account Executive and Customer Success Management roles, along with a collaborative, mission-driven culture focused on serving government communities through innovative, equitable technology solutions.
