Business Development Representative

Job Summary

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 government decision-makers across the UK public sector (Central Government, Devolved Administrations, Local Authorities, and public sector organisations including the NHS and associated bodies).

BDRs are frontline revenue drivers who partner closely with Business Development Managers, Marketing, and Revenue Operations to create consistent, predictable pipeline that results in new customers and long-term platform adoption.

What Your Impact Will Look Like

• Meet or exceed quarterly quota targets for qualified sales meetings (SALs) held and Stage 2 opportunities (SQLs)
• Build and execute a territory plan aligned with assigned Business Development Managers, Marketing and UK market priorities
• Generate pipeline through inbound lead qualification and targeted outbound prospecting across public sector accounts, ensuring timely follow-up, qualification, and nurturing of marketing-generated leads and website enquiries
• Maintain detailed and accurate records of all activities, contacts, and accounts in Salesforce
• Engage senior public sector leaders with relevant, insight-led messaging that reflects Granicus' differentiated value in digital government and citizen engagement
• Proactively identify, research, and engage target organisations and senior stakeholders (e.g., Directors, Heads of Service, Digital Leaders, and C-suite equivalents) through phone, email, and multi-channel outreach, demonstrating strong cold-calling discipline
• Demonstrate strong cold-calling discipline, confidently initiating conversations with senior decision-makers across the public sector
• Partner with Business Development Managers and Marketing to build and maintain territory/account plans, align messaging and target personas, and generate qualified discovery meetings that convert into sales opportunities and pipeline
• Participate in marketing campaigns, programmes, and events (including post-event outreach and attendance where relevant)
• Plan and manage daily/weekly outreach to maintain full territory coverage
• Continuously develop knowledge of Granicus products, UK public sector priorities, GovTech/SaaS trends, and the competitive landscape
• Participate in regional sales meetings and UK-wide team collaboration

You Will Love This Job If You Have

• 2+ years of experience in inside sales, business development, or lead generation (preferred)
• Demonstrated success in cold calling/outbound prospecting and consistently meeting activity and performance targets
• Experience with Salesforce, Salesloft, Gong, or similar sales platforms
• Exposure to enterprise/complex B2B and/or public sector (B2G) sales environments
• GovTech, SaaS, or UK public sector experience preferred (not required)
• Excellent command of English language (written and spoken)

Security and Privacy Requirements

• Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.