Sales Development - Government

Responsibilities

• Research target federal, state, and local government agencies, departments, programs, and stakeholders using AI tools, agents, and automated workflows.
• Engage prospects through cold calling, email, social media, events, and other outbound channels to generate qualified opportunities.
• Develop expertise in government use cases, including citizen support, virtual agents, benefits administration, internal workflows, and public safety non-emergency response.
• Create personalized outreach campaigns reflecting agency priorities, procurement environments, and potential use cases.
• Use AI agents and automated workflows for account research, stakeholder mapping, enrichment, sequencing, and signal monitoring.
• Monitor government buying signals such as budget cycles, policy initiatives, leadership changes, RFP activity, contract awards, and modernization priorities.
• Collaborate with the Government Lead and Account Executive on prospect feedback, objections, procurement considerations, and market trends.
• Refine outreach strategies and related AI workflows based on performance data and market feedback.
• Track and report outbound activity, qualified opportunity generation, conversion rates, lead quality, and pipeline contribution.
• Partner with sales leadership to analyze results and optimize the government outbound strategy.

Requirements

• 3+ years of quota-carrying enterprise sales experience in SaaS or technology.
• Experience selling to government, public-sector, or other highly regulated buyers.
• Familiarity with RFPs, longer procurement cycles, budget and fiscal-year timing, and layered legal and security reviews.
• Proven success closing deals and managing complex sales cycles with multiple stakeholders, including security, compliance, and legal reviewers.
• Strong understanding of enterprise and government procurement and legal processes.
• Experience selling technical solutions to product, engineering, or IT leaders.
• Ability to translate complex technology into business value for non-technical stakeholders.
• Strong executive presence and ability to build relationships with senior and agency leadership.
• Comfort working in an early-stage, high-growth environment and building a new segment playbook.

Benefits

• Annual discretionary professional-development stipend.
• Annual discretionary social-travel stipend.
• Annual company offsite.
• Monthly co-working stipend for employees outside main hubs.