Business Development Representative – Hybrid in Okemos, MI BDR

At Agate Software, we are building a better world by revolutionizing how government agencies and nonprofits manage their grant processes. Our solutions empower our customers to maximize their resources, drive compliance, and focus on their core missions of distributing millions of dollars in funding for critical social services.

Our success is built on three pillars:
Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant management industry. Our journey is marked by groundbreaking achievements and a commitment to pushing boundaries. By simplifying complex workflows, enhancing transparency, and turbo‑charging efficiency, we enable our customers to maximize the impact of their funding.

Always challenging the status quo, we strive to set new industry standards and we are seeking the brightest minds to join us in this mission. If you're ready to apply your expertise in a dynamic, growth‑oriented, mission‑driven environment, read on to see how this position aligns with you.

Note that this is an onsite position that is eligible for a hybrid schedule (3 days required onsite/2 days remote) after the first 90 days.

You are a driven salesperson or BDR (Business Development Representative) who loves turning messy, moving parts into revenue and is ready to own a portfolio of accounts. You thrive in ambiguity, move fast with discipline, and know how to build trust with public‑sector and enterprise stakeholders.

You’re excited to manage the full commercial relationship (renewals, expansions, cross‑sells, and new logos) while partnering closely with our Project Management and Product teams to keep delivery running smoothly.

You’re data‑driven, resilient, and energized by a company in transformation where your wins are visible and high impact.

If you’re hungry, ambitious, and looking for the next step in your sales career – think larger deal sizes, longer cycles, and a national territory, without having to move to a major coastal tech hub – we’d love to meet you!

• Hunt and expand: prospect, multi‑thread, and develop executive and program‑level relationships; map whitespace and fund sources across agencies and programs.
• Learn to run a full sales cycle end‑to‑end: discovery, business case, SOW/pricing, negotiation, close; learn to navigate public‑sector procurement (RFI/RFP, contract amendments, renewals) with guidance and support from functional peers and experienced team members.
• Maintain a healthy, accurate pipeline in our CRM (Hub Spot) with clear next steps, dates, and stakeholders so your forecast is dependable.
• Represent the brand: engage in industry events, association forums, and virtual conferences; turn relationships into pipeline and closed‑won business.

• 1‑2+ years in hunter‑based business/sales development (or transferable experience) with documented quota‑carrying responsibilities and solid attainment.
• Comfort prospecting into new accounts, opening cold doors, and growing warm relationships.
• Strong CRM hygiene and habits: opportunity qualification, notes, next steps, and pipeline management (Hub Spot experience a plus).
• Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.

• On the job training: learn how to manage the end‑to‑end deal cycle for large enterprise deals in the $600B Gov Tech industry.
• Meaningful customers: your work helps government agencies and nonprofits deliver real outcomes for communities – visibility, scale, and impact.
• A platform to grow: sell a configurable enterprise platform with room for upsell/cross‑sell across programs, agencies, and states.
• A true team sport: partner with sharp PMO, Product, and Marketing leaders who respect boundaries and execution, and learn directly from experienced gov‑SaaS leaders.

• Base salary: $55,000‑$60,000 per year.
• First‑year on‑target earnings (OTE): $70,000‑$80,000 with a realistic ramp quota.
• Earning potential: successful reps can grow into $100,000‑$150,000+ total compensation as they build their book of business.
• Uncappe…