Enterprise Business Development Rep, Federal

Let’s face it, a company whose mission is human transformation better have some fresh thinking about the employer/employee relationship. We do. We can’t cram it all in here, but you’ll start noticing it from the first interview. Even our candidate experience is different. And when you get an offer from us (and accept it), you get way more than a paycheck.

You get a personal Better Up Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal Better Up Coach), and most importantly, work that matters. This makes for a remarkably focused and fulfilling work experience. Frankly, it’s not for everyone. But for people with fire in their belly, it’s a game‑changing, career‑defining, soul‑lifting move.

Join us and we promise you the most intense and fulfilling years of your career, doing life‑changing work in a fun, inventive, soulful culture. If that sounds exciting—and the job description below feels like a fit—we really should start talking.

We are a hybrid company with a focus on in‑person collaboration when necessary. Employees are expected to be available to work from one of our office hubs at least two days per week, or eight days per month. Our US hub locations include:
Austin, TX;
New York City, NY;
San Francisco, CA; and the Washington, DC metro area.

Better Up is hiring a Business Development Representative to support and expand our Government practice. This role is designed for individuals who have developed a strong foundation in business development and are ready to take on greater ownership of account strategy, relationship development, and pipeline creation.

As a BDR, you will operate as a strategic partner to Account Executives, helping to shape how we engage target agencies, identify buying centers, and create qualified opportunities within complex government environments.

This is not a traditional high‑volume SDR role—this is a strategic, government‑focused business development role requiring thoughtful engagement, persistence, and a working knowledge of how federal, defense and state and local government agencies operate and buy.

• Own pipeline generation within a defined set of Government accounts or agencies, aligned to territory strategy
• Map and prioritize buying groups, including program leaders, HR stakeholders, contracting officers, and budget owners
• Develop and execute targeted outreach strategies based on agency priorities, mission needs, and funding dynamics
• Build and nurture relationships with key stakeholders across Government agencies through multi‑threaded engagement
• Partner with Account Executives on account planning and early‑stage capture strategy, contributing insights that shape deal development
• Identify entry points via contracts, partners, and vehicles (e.g., existing contract pathways, small business partners, etc.)
• Leverage events, industry days, and ecosystem relationships to create access and build pipeline
• Consistently generate high‑quality meetings and early‑stage opportunities aligned to strategic accounts
• Maintain accurate pipeline, account intelligence, and activity tracking in Salesforce

• Independently generating qualified pipeline within complex Government accounts
• Demonstrating a strong understanding of agency structures, missions, and procurement pathways
• Acting as a trusted partner to AEs, contributing to account strategy and opportunity development

• 2–5 years of experience in business development, SDR/BDR, or sales roles, preferably in SaaS, consulting, or enterprise solutions
• Direct experience selling into or supporting sales efforts within Government
• Working knowledge of Government procurement processes, including contract vehicles, acquisition cycles, and budget timelines
• Experience researching and navigating Government agencies, program offices, and buying centers
• Demonstrated ability to prospect into complex organizations and generate meetings with senior stakeholders
• Familiarity with capture management concepts (e.g., stakeholder mapping, opportunity shaping) is a strong plus
• Strong communication skills,…