Business Development Representative, Government (Enterprise)
NetDocuments is the world’s #1 trusted cloud-based content management and productivity platform that helps legal professionals do their best work. The Business Development Representative will drive qualified pipeline and accelerate growth in the government segment, focusing on outbound prospecting and strategic account development.
Responsibilities
- Execute high-quality outbound prospecting to federal, state, and local agencies, generating net-new qualified opportunities in an enterprise environment
- Develop an account-based territory strategy focused on targeted personas, agency initiatives, and government buying cycles
- Qualify inbound leads and nurture early-stage opportunities using strong business judgment
- Conduct structured discovery to understand agency challenges, priorities, and procurement considerations before scheduling sales meetings
- Maintain complete, accurate, and strategic account intelligence within Salesforce
- Partner closely with Government Account Executives to build coordinated plays, refine outreach approaches, and align on territory plans
- Leverage research and insights to tailor messaging for CIOs, Deputy AGs, records leaders, legal operations professionals, procurement teams, and other public sector stakeholders
- Contribute to experiments, playbooks, and process improvements that raise BDR team standards
- Other duties as assigned
Skills
- Ability to think on your feet and adapt to shifting priorities in a highly dynamic segment
- Strong problem solving skills with a bias for action and experimentation
- Clear, concise communication and the ability to translate research into compelling outreach
- Organizational discipline to manage multi-threaded accounts and long time horizons
- Curiosity that fuels deeper understanding of government workflows, constraints, and buying processes
- Collaborative mindset and willingness to iterate with cross-functional partners
- Growth orientation and openness to coaching and feedback
- Associate or bachelor's degree in a business-related field, or relevant equivalent experience
- 1+ year of sales-specific experience (preferably outbound BDR/SDR in a SaaS environment)
- Demonstrated success prospecting into complex or enterprise accounts
- Previous software sales or SaaS BDR experience
- Experience working with federal, state, or local government agencies
- Experience with geographic or account-based territory management
- Exposure to legal, compliance, or public sector workflows
- Knowledge of AI and automation use cases in SaaS environments
Benefits
- 90 percent healthcare premiums covered
- Company HSA contribution
- 4 percent 401k match with no vesting period
- Twice-a-year merit increases
- Flexible time off (typically 3 to 4 weeks), plus 10 paid holidays
- Authentic, supportive leadership and ongoing mentorship
- Opportunities for advancement within a growing global company
Company Overview