Role Description We’re looking for a B2G-focused Business Development Representative (BDR) to help build and advance our municipal sales pipeline. In this role, you’ll partner closely with Sales and Marketing to engage city leaders, qualify opportunities, and book meetings that move deals forward. We are seeking a B2G-focused Business Development Representative (BDR) to work closely with our Sales and Marketing teams. This role is responsible for generating and maintaining qualified pipeline, booking meetings with municipal stakeholders, and supporting deal momentum through consistent outreach and follow-up. You’ll be engaging with city managers, department directors, innovation teams, procurement officers, and elected officials. Responsibilities - Prospect and qualify municipal leads across assigned territories - Book meetings and demos for Account Executives and Sales Directors - Conduct outbound outreach via email, phone, and LinkedIn - Manage pre- and post-conference outreach campaigns - Perform structured follow-ups with cities after demos, pilots, and meetings - Research city organizational structures and key stakeholders - Maintain accurate CRM records in HubSpot - Support territory planning and account mapping - Assist with RFP/RFI discovery and early-stage qualification Qualifications - Experience in B2G sales or public sector business development - Strong understanding of municipal sales cycles and procurement processes - Comfortable engaging senior government stakeholders - Experience using HubSpot or similar CRM - Strong written and verbal communication skills - Highly organized and detail-oriented - Tech-savvy and comfortable learning new platforms - Experience with Google Workspace (Docs, Sheets, Slides) Requirements - Prior experience selling SaaS or GovTech solutions (preferred) - Familiarity with conferences or similar environments (preferred) - Willingness and flexibility to travel for conferences and key meetings (preferred) Benefits - Eligible for company equity incentive plan - Fully remote position - Unlimited PTO - Health, vision, and dental insurance - $100 monthly wellness stipend - Bi-annual team retreat - Professional development opportunities What to Expect in Our Hiring Process Our hiring process is designed to be thoughtful, efficient, and human. Candidates typically move through a short series of interviews, starting with a 30-minute phone screening, followed by one or two more in-depth subject-matter conversations, role play, reference & background check, and a final interview with our CEO. We focus on cultural alignment, real-world technical understanding, and career goals. We'll be in touch with updates after each stage as promptly as we can. If an offer is extended, the role begins with a 30-day trial period where you'll take ownership of a meaningful project and receive clear, ongoing feedback to ensure mutual fit. Due to regulatory and operational requirements, we are currently only considering candidates based in the United States.

• Execute sales and business development strategies to meet revenue and pipeline targets • Build strong market understanding to identify target customer segments, partnership opportunities, and growth levers • Drive pipeline growth through outbound prospecting, networking, partnerships, and inbound lead conversion • Source, pitch, and support onboarding of channel partners (brokers, insurers, TPAs, and other distributors) • Drive partnership sales enablement by equipping partners with the right materials, training, and ongoing support to generate qualified leads • Collaborate with partners on go-to-market initiatives and joint value propositions • Support the development of scalable sales and partnerships processes, including playbooks, collateral, and workflows • Track leads, opportunities, and performance using CRM tools (e.g., HubSpot), ensuring accurate reporting and visibility • Work closely with Marketing to align on targeting, messaging, and lead generation efforts • Partner with internal teams (Product, Clinical, Marketing) to refine offerings and improve customer and partner outcomes • Contribute to continuous improvement of sales and partnerships processes using data and performance insights

• Consistently meet sales and profitability goals. • Follow-up, qualify, engage, and manage leads and opportunities via Salesforce.com. • Position product and service solutions to clients. • Use disciplined account planning to maintain client relationships, enhance customer satisfaction, and increase account penetration. • Partner with account executives in cross-sell and upsell opportunities; penetrate additional buyers in accounts, identify their needs and configure appropriate offerings. • Accurately and consistently report sales forecasts and opportunity funnels. • Participate in industry organizations such as ISSA, ISACA, OWASP etc. • Work with GuidePoint Security vendors to understand and position their technologies, understand and articulate their value proposition to clients. • Assist marketing in driving attendance to GuidePoint events and activities. • Represent GuidePoint Consultants to clients and articulate our areas of expertise. • Set proper expectations and maintain open communication with clients and vendors throughout the sales process lifecycle.

• Lead, coach, and inspire a team of BDRs • Design and execute a comprehensive BDR strategy • Continuously refine and improve BDR workflows • Work closely with Sales, Marketing, and Customer Success • Generate regular reports on BDR performance