Role Description

The mission of the Business Development Representative (BDR) is to generate high-quality, sales-ready pipeline by identifying, engaging, qualifying, and securing discovery meetings with qualified government decision-makers across Federal, State, and Local agencies. BDRs are frontline revenue drivers and play a critical role in expanding Granicus’ footprint by partnering closely with Field Sales, Marketing, and Revenue Operations to ensure consistent, predictable pipeline creation that results in new customers and long-term platform adoption.

• Meet or exceed monthly and quarterly quota targets for qualified sales meetings.
• Build and execute a territory plan aligned with your assigned Field Sales partners.
• Generate pipeline through a mix of inbound lead qualification and strategic outbound prospecting.
• Maintain a clean, accurate, and current Salesforce pipeline to support forecasting and revenue visibility.
• Consistently engage government leaders with compelling, relevant messaging that reflects Granicus’ differentiated platform value.
• Own inbound lead follow-up by immediately contacting, qualifying, and nurturing marketing-generated leads and website inquiries.
• Proactively identify, research, and engage target accounts and key stakeholders through phone, email, and multi-touch outreach.
• Demonstrate strong cold-calling discipline, confidently initiating conversations with Directors, Executives, and C-suite leaders.
• Partner with Account Executives to build and maintain territory and account plans.
• Align messaging, timing, and target personas.
• Generate qualified discovery meetings that convert into sales opportunities and pipeline.
• Participate in marketing programs, campaigns, and events to support funnel creation.
• Effectively plan and manage daily and weekly outreach activity to ensure timely follow-up and coverage.
• Maintain detailed and accurate records of all activities, contacts, and accounts in Salesforce.
• Continuously develop knowledge of Granicus products and platform capabilities, GovTech industry trends, and competitive landscape.
• Participate in regional sales meetings, team calls, and enablement sessions to continuously improve performance.

Qualifications

• 2+ years of experience in inside sales, business development, or lead generation preferred.
• Demonstrated success in cold calling and outbound prospecting.
• Meeting or exceeding sales activity and performance targets.
• Experience using Salesloft, Salesforce, Gong or similar platforms.
• Prior exposure to enterprise or complex B2B or B2G selling environments is a plus.
• GovTech, SaaS, or public-sector experience preferred but not required.

Requirements

• Results-driven, competitive, and motivated by clear goals and accountability.
• Confident communicators with strong presentation and discovery skills.
• Comfortable initiating conversations with senior government leaders.
• Highly organized with strong time management and prioritization skills.
• Curious, coachable, and quick to learn new products, messaging, and markets.
• Collaborative team players who thrive in fast-paced, performance-oriented environments.
• Energized by prospecting, problem-solving, and creating new opportunities.

Benefits

• Don’t have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams.
• No degree requirements for most of our roles.
• If you don’t meet every requirement above but are excited to learn more, we encourage you to apply.

Security and Privacy Requirements

• Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• Building a transparent, inclusive, and safe space for everyone.
• Employee Resource Groups to encourage diverse voices.
• Coffee with Mark sessions for interaction with our CEO on important issues.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• Special guests to discuss issues impacting our employee population.

The Impact

We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place. We have many powerful success stories illustrating how our solutions are impacting the world.