Business Development Representative

What You'll Do

• Own outbound prospecting across your territory - research target agencies, identify champions, and build pipeline from scratch through cold outreach, LinkedIn, and conference presence
• Qualify inbound leads and route them efficiently, ensuring AEs have the context they need to run a strong first meeting
• Run high-volume, personalized outreach sequences across email, phone, and LinkedIn - adapting your approach based on what resonates with public sector buyers
• Partner closely with AEs to align on territory strategy, share intel from early conversations, and refine messaging based on what's working in the field
• Represent Kaizen at industry conferences and virtual events, building relationships with government decision-makers before a formal sales process begins
• Maintain rigorous CRM hygiene so pipeline visibility is always accurate and the team can act on real data
• Surface patterns from prospect conversations - what objections come up, what excites people, what's changing in the market - and bring those insights back to the GTM team

What You'll Bring

• 1–3 years of outbound sales or prospecting experience, ideally in a SaaS or high-growth startup environment
• A track record of hitting or exceeding pipeline targets through self-directed outbound activity - not waiting for leads to come to you
• Strong written and verbal communication skills with the ability to tailor messaging to different buyers and contexts
• Comfort with sales tools: CRM (Salesforce preferred), sequencing platforms (Outreach or similar), LinkedIn Sales Navigator
• High EQ and genuine curiosity about the people you're talking to - government buyers respond to reps who take the time to understand their world

Strong Candidates May Also...

• Have prior exposure to SLED (state, local, and education) sales or government-adjacent markets
• Have experience booking meetings through multi-channel sequences, including phone, and can speak to what worked
• Be energized by the idea of growing into a full-cycle AE role over time

What Kaizen Offers

• Comprehensive medical through Oxford/United - Gold and Platinum PPO plans, with 85% of premiums covered on the Platinum plan and a $0 employee premium option. Dental through Guardian PPO and vision through Beam, with 99% of employee premiums covered and 50% for dependents.
• $100,000 in fully paid life insurance. FSA and Dependent Care FSA. 401(k) access through Guideline.
• 16 weeks of fully paid parental leave for birthing parents. 10 weeks fully paid for non-birthing parents.
• Unlimited PTO & closed for all federal holidays. Company-wide winter break the week of Christmas.
• One-time home office or desk setup stipend up to $750. $50/month commuter benefit. $100/month for wellness or productivity - your call on how you use it!
• $500/year for professional development. $250/year for recreation. Company-provided laptop. Expensed lunch while in the office.