Business Development Representative

The Company

Serving the People Who Serve the People

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the Gov Tech 100 list over the past 5 years and has been recognized as the best companies to work on Built In.

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada.

By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve—driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

The mission of the Business Development Representative (BDR) is to generate high-quality, sales‑ready pipeline by identifying, engaging, qualifying, and securing discovery meetings with qualified government decision‑makers across Federal, State, and Local agencies. BDRs are frontline revenue drivers and play a critical role in expanding Granicus’ footprint by partnering closely with Field Sales, Marketing, and Revenue Operations to ensure consistent, predictable pipeline creation that results in new customers and long‑term platform adoption.

• Meet or exceed monthly and quarterly quota targets for qualified sales meetings to include but not limited to meetings completed, pipeline per BDR attainment goals
• Build and execute a territory plan aligned with your assigned Field Sales partners
• Generate pipeline through a mix of inbound lead qualification and strategic outbound prospecting
• Maintain a clean, accurate, and current Salesforce pipeline to support forecasting and revenue visibility
• Consistently engage government leaders with compelling, relevant messaging that reflects Granicus’ differentiated platform value
• Successful BDRs at Granicus progress into Account Executive, Strategic Accounts, or Revenue Leadership roles.
• Own inbound lead follow‑up by immediately contacting, qualifying, and nurturing marketing‑generated leads and website inquiries
• Proactively identify, research, and engage target accounts and key stakeholders through phone, email, and multi‑touch outreach
• Demonstrate strong cold‑calling discipline, confidently initiating conversations with Directors, Executives, and C‑suite leaders
• Partner with Account Executives to:
  • Build and maintain territory and account plans
  • Align messaging, timing, and target personas
  • Generate qualified discovery meetings that convert into sales opportunities and pipeline
• Participate in marketing programs, campaigns, and events to support funnel creation (may include outbound event promotion or attendance)
• Effectively plan and manage daily and weekly outreach activity to ensure timely follow‑up and coverage
• Maintain detailed and accurate records of all activities, contacts, and accounts in Salesforce
• Continuously develop knowledge of:
  • Granicus products and platform capabilities
  • Gov Tech industry trends
  • Competitive landscape and differentiation
• Participate in regional sales meetings, team calls, and enablement sessions to continuously improve performance

• 2+ years of experience in inside sales, business development, or lead generation preferred
• Demonstrated success in:
  • Cold calling and outbound prospecting
  • Meeting or exceeding sales activity and performance targets
• Experience using Salesloft, Salesforce, Gong or similar platforms
• Prior exposure to enterprise or complex B2B or B2G selling…