Business Development Representative

Business Development Representative

Salary

Depends on Qualifications

Location

Draper, UT

Job Type

Full-Time

Job Number

00922

Department

Lead Generation

Division

Power

Opening Date

06/25/2026

• Description
• Questions

About

For over 25 years, NEOGOV has been at the forefront of public-sector innovation, building technology that helps government and education organizations work smarter, move faster, and better serve their communities.

We are a team of cutting-edge technologists, operators, and problem-solvers with top-tier skills and a shared ambition: to build the most efficient operating model in GovTech. We combine deep public-sector expertise with modern SaaS practices, AI-enabled workflows, and a relentless focus on execution.

At our core, we are a people-first company. We empower our customers to support the public servants they employ, the communities they serve, and the talented teams that bring our platform to life.

Our solutions support the entire employee journey, from hire to retire. By transforming complex HR and compliance workflows into simple, intuitive experiences, we help public-sector organizations reduce friction, improve efficiency, and focus on what matters most: making a difference.

The Role

The Business Development Representative is a high-impact role designed for an ambitious professional looking to step up into the complex world of the U.S. Federal Government. This position encompasses the core disciplines of a traditional BDR, including high-volume outreach and persistent follow-up, while requiring a deeper and more strategic approach to territory mapping and agency research.

This is a full-time, on-site role located in Draper, Utah. Candidates must be available to work in the office Monday through Friday during standard business hours. This role involves real-time collaboration with cross-functional teams, participation in team meetings, and active engagement in the office environment.

This posting is for an existing vacancy.

What You Will do

Strategic Outreach and Prospecting

• Execute a high-volume outbound strategy including at least 50 calls per day and personalized email sequencing aligned to federal territories and specific agency priorities.
• Map complex agency ecosystems to uncover decision-makers, influencers, program managers, contracting officers, and technical stakeholders.
• Translate technical product capabilities into compelling, mission-aligned value propositions tailored to each agency's goals.

Market Development and Intelligence

• Conduct in-depth research on Federal agencies, including missions, budgets, organizational structures, procurement trends, and upcoming RFIs and RFPs.
• Identify whitespace opportunities and surface strategic insights that support account planning and territory expansion.
• Monitor agency initiatives, legislative drivers, and IT mandates, such as Cloud First, FedRAMP, and Zero Trust, to shape outreach and positioning.

Pipeline Generation and Meeting Excellence

• Success in this role is built around booking product demonstrations and ensuring those meetings turn into sales qualified opportunities.
• Maintain a 65 percent hold rate for all scheduled demonstrations to ensure the success ofthe sales funnel.
• Set high-quality discovery meetings with Federal Account Executives based on agency-specific needs and qualification standards.

Inbound Lead Qualification and Engagement

• Rapidly engage and qualify inbound leads generated through marketing campaigns, trade shows, federal events, and webinars.
• Build early-stage relationships with federal contacts, ensuring messaging aligns with mission drivers, mandates, and procurement paths.
• Collect and document agency intelligence that strengthens the federal go-to-market strategy.

Sales Discipline and CRM Excellence

• Maintain detailed and accurate records of all outreach, conversations, contacts, and account intelligence in Salesforce and sales engagement platforms such as Outreach and Gong.
• Provide consistent updates to sales leadership on pipeline impact, market observations, and outreach performance.

Who You Are

Must Have:

• U.S. Citizenship: This is required due to federal customer engagement and access considerations.
• Experience: 1 to 2 years of experience in Sales Development, Business Development, Market Development, Lead Generation, or full-cycle B2B sales (B2G preferred).
• Grit and Resilience: Persistence in navigating long federal sales cycles and high-volume outreach expectations.
• Communication: Exceptional communication skills, with the ability to adjust tone and technical depth for IT staff, contracting personnel, and senior government executives (SES).
• Intellectual Curiosity: A strong desire to understand the diverse missions and structures of the U.S. Federal Government.

Nice-to-Haves

• Experience selling SaaS, technology, or services to the Federal Government.
• Familiarity with federal procurement processes and terminology, such as FAR, GSA Schedules, SEWP, OTA, and RFI/RFP.
• Experience using federal market intelligence tools, such as GovWin, Bloomberg Government, Leadership Connect, or HigherGov.
• Understanding of key federal mandates related to IT modernization and cybersecurity.

What NEOGOV Offers

• Competitive Wages

• Comprehensive Benefits package (medical, dental, vision, etc.) for full-time employees effective Day 1

• Generous PTO to support work-life balance

• 401K Matching

• 12-week Paid Parental Leave

• Autonomy to grow and find your career path with supportive leadership

• Company provided lunches and a kitchen fully stocked with snacks and drinks in the Draper office

• On-site gym in the Draper office

• Inclusive and diverse work environment

NEOGOV does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, protected military status, or other non-merit factors.

Our hiring process may include Artificial Intelligence (AI) screening for keywords and minimum qualifications. Recruiters review all results.

01

Will you now, or in the future, require sponsorship for employment visa status (e.g. H-1B visa status)?

• No
• Yes

02

This role requires being in the Draper, Utah office Monday through Friday. Can you confirm that you're fully available to work onsite without restriction?

• Yes
• No

03

How many years experience do you have in Sales Development, Business Development, Market Development or Lead Generation?

• No experience
• 1-2 years
• 3-5 years
• 5-10 years
• 10+ years

04

Do you have SaaS (Software as a Service) selling experience?

• Yes
• No

05

Do you have experience selling to government agencies?

• Yes
• No

Required Question

Employer NEOGOV

Address 2120 Park Place

El Segundo, California, 90245