Business Development Representative

Who We Are

HS GovTech was founded in 1998 in British Columbia, Canada, The mission was to develop health protection inspection, regulatory enforcement, and communication management systems for federal, state, county, provincial, and municipal governments.

Mission/Overview

The Business Development Representative (BDR) is responsible for generating a qualified pipeline for the sales team by identifying, engaging, and nurturing prospective customers. This role is ideal for someone early in their career in SaaS sales who is eager to learn, highly coachable, and motivated by creating opportunities that drive revenue growth. BDRs work closely with Marketing and team up with their Account Executive partner to convert inbound interest, execute targeted outbound outreach, and help advance prospects through early discovery stages.

What you'll be doing:

Pipeline Generation & Outreach

- Partner with your assigned AE to build a territory strategy. You will try new creative approaches on target accounts, and conduct either 1-1 targeted outreach or 1-to-many general campaigns.

- Conduct outbound prospecting through email, phone, social, and event follow-up to create net-new opportunities.

- Qualify inbound leads from marketing campaigns, webinars, conferences, and website activity.

- Identify the right contacts within government agencies and organizations; maintain accurate account and contact data in HubSpot.

- Seek out RFIs and RFPs in our GovTech tools for your AE to respond to if appropriate.

Discovery & Qualification

- Engage prospects to understand their current challenges, needs, and priorities.

- Apply structured qualification criteria (BANT and Challenger approach).

Collaboration & Handoff

- Partner with Account Executives to develop targeted outreach strategies for named accounts and territory campaigns.

- Ensure smooth handoff of qualified opportunities with complete documentation and context.

- Schedule introductory meetings with a warm handoff introduction for the Account Executive.

Tools, Processes & Reporting

- Maintain clean records in HubSpot including contact activity, notes, sequences, and opportunity creation.

- Meet and exceed weekly activity KPIs (calls, emails, sequences, meetings booked, etc.).

- Leverage sales tools (HubSpot, LinkedIn, GovTech databases, Prospecting GEMs or other AI tools) to improve productivity and targeting.

Learning & Development

- Participate in ongoing sales training focused on The Challenger Sale, product knowledge, objection handling, and GovTech buyer personas.

- Learn the technology demonstration by product package and certify on its demonstration within the first 12 months of employment to be ready to expand your role or move to a role with greater responsibility.

- Complete any other certifications and training provided by the company in a timely manner.

- Continuously refine messaging, outreach strategies, and discovery skills based on feedback and data.

CRM Responsibilities

- Keep all activity data current in HubSpot.

- Be mindful to avoid duplicating existing contact records.

- Track activity and targets on BDR dashboards.

- Track BANT activity on each record so that you and the AE can track progress.

What You'll Need:

- Proven track record in training and supporting sales teams.

- 3–5 years of experience in CRM management, experience with HubSpot strongly preferred.

- Strong proficiency in reporting, dashboard creation, and performance analysis.

- Strong organizational and time-management abilities.

- Excellent interpersonal and communication skills.

- Bachelor’s degree in Business, Marketing, Operations, or a related field is preferred, but not required.

#J-18808-Ljbffr