BDR, Federal Sales

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 BetterUp Coach, a development plan, a trained and coached manager, the most amazing team you’ve ever met (yes, each with their own personal BetterUp 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.

BetterUp 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.

What You’ll Do

• 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

• What Success Looks Like

• 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

Successfully building multi-threaded relationships across target agencies

Helping BetterUp establish early credibility and presence within new agencies or programs

If You Have Some or All of the Following, Please Apply

• 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, with the ability to engage credibly with mid- to senior-level government stakeholders

• Highly organized, self-directed, and comfortable managing multiple accounts and outreach strategies

• Experience using Salesforce, LinkedIn Sales Navigator, GovWin, or similar tools is a plus

• A growth mindset and a passion for learning and development

AI at BetterUp

Our team thrives at the intersection of human expertise and AI capability. As an AI-forward company, adaptation and continuous learning are part of our daily work. We're looking for teammates who are excited to evolve alongside technology – people who experiment boldly, share their discoveries openly, and help define best practices for AI-augmented work. These professionals thoughtfully integrate AI into their work to deliver exceptional results while maintaining the human judgment and creativity that drives real innovation. During our interview process, you’ll have opportunities to showcase how you harness AI to learn, iterate, and amplify your impact.

Benefits:

At BetterUp, we are committed to living out our mission every day and that starts with providing benefits that allow our employees to care for themselves, support their families, and give back to their community.

• Access to BetterUp coaching; one for you and one for a friend or family member

• A competitive compensation plan with opportunity for advancement

• Medical, dental, and vision insurance

• Flexible paid time off

• Per year:

• All federal/statutory holidays observed

• 4 BetterUp Inner Workdays (https://www.betterup.co/inner-work)

• 5 Volunteer Days to give back

• Learning and Development stipend

• Company wide Summer & Winter breaks

• Year-round charitable contribution of your choice on behalf of BetterUp

• 401(k) self contribution

We are dedicated to building diverse teams that fuel an authentic workplace and sense of belonging for each and every employee. We know applying for a job can be intimidating, please don’t hesitate to reach out — we encourage everyone interested in joining us to apply.

BetterUp Inc. provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, disability, genetics, gender, sexual orientation, age, marital status, veteran status. In addition to federal law requirements, BetterUp Inc. complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

At BetterUp, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, residence location, as well as market indicators. The range below is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future.

The base salary range for the role is as follows:

$91,200 - $114,000: New York City and San Francisco

$82,000 – $102,000: All other Hub Offices

Protecting your privacy and treating your personal information with care is very important to us, and central to the entire BetterUp family. By submitting your application, you acknowledge that your personal information will be processed in accordance with our Applicant Privacy Notice https://