Business Development Representative, Cohort

At Arkenstone Defense, we empower defense tech startups with the tools, infrastructure, and compliance solutions they need to become successful prime contractors. Our mission is to remove barriers and help innovators grow - from day one to becoming a trusted prime for the U.S. Government.

We're early, we're lean, and we're building something that actually matters. The people who do well here aren't waiting to be told what to do; they see a gap and fill it.

At Arkenstone Defense, we empower defense tech startups with the tools, infrastructure, and compliance solutions they need to become successful prime contractors. Our mission is to remove barriers and help innovators grow - from day one to becoming a trusted prime for the U.S. Government.

We're early, we're lean, and we're building something that actually matters. The people who do well here aren't waiting to be told what to do; they see a gap and fill it.

Cohort, Arkenstone Defense’s Professional Employer Organization (PEO), is seeking a proactive, relationship-driven Business Development Representative to build pipeline and support the growth of our defense-focused PEO business.

This role is responsible for identifying and engaging prospective clients, generating qualified opportunities for the Account Executive team, and developing relationships that create new channels for growth. In addition to direct prospecting, the BDR will work with strategic partners, venture capital firms, and other organizations serving government contractors and defense technology companies to build referral networks and expand Cohort’s reach.

The ideal candidate is a strong communicator who enjoys building relationships, takes initiative, and can operate in an early-stage environment where processes are evolving. Experience in B2B sales, business development, or partnerships is preferred. Familiarity with PEO, HR technology, government contracting, or the defense industrial base is a plus.

Location:Remote (U.S.), with preferred locations near Chicago, IL;
Menlo Park, CA; or Albuquerque, NM.

• Research and identify prospective clients that align with Cohort’s ideal customer profile, with an emphasis on government contractors, defense technology companies, and the broader defense industrial base.
• Execute targeted outbound prospecting campaigns through phone, email, Linked In, and other appropriate channels.
• Qualify prospective clients based on company needs, workforce size, growth plans, and potential fit for Cohort’s PEO services.
• Schedule qualified discovery meetings and create opportunities for the Account Executive team.
• Follow up consistently with prospects to build engagement and advance potential opportunities.
• Maintain accurate prospect records, activity tracking, and pipeline information in the CRM.
• Monitor prospecting performance, conversion rates, and pipeline contribution to continuously improve results.

• Engage VC and investment firm contacts to establish relationships with portfolio companies and identify opportunities to support their workforce and HR needs.
• Coordinate with the Account Executive team to convert partner referrals into qualified sales opportunities.
• Support partner outreach, follow-up, and relationship management to maintain consistent engagement and referral activity.
• Represent Cohort at relevant industry events, networking opportunities, and partner meetings as needed.

• Work closely with Account Executives to align prospecting activities with sales priorities, target accounts, and pipeline goals.
• Provide Account Executives with relevant prospect research, background, and qualification…