Business Development Representative

ACG Systems; Annapolis (MD); On-site; USD 85,000 - 100,000; Full time

Job summary

ACG Systems is seeking a motivated BDR to build a new business pipeline across federal, defense, public safety, aviation, transportation, and commercial markets. You will identify opportunities, qualify inbound requests, and conduct targeted outbound prospecting to create qualified pipeline.

You will work with sales leaders, develop market knowledge, and grow into Account Executive roles while maintaining strong CRM discipline and relationships with decision-makers.

Qualifications

• In the Basic Qualifications, the candidate should have 2+ years in business development or similar customer-facing sales roles.
• Demonstrated experience prospecting, qualifying opportunities, and generating pipeline.
• Strong written and verbal communication skills.
• Comfortable engaging executives and business leaders via multiple channels.
• Experience working with a CRM and maintaining accurate opportunity records.

Responsibilities

• Prospect into target accounts using phone, email, LinkedIn, events, referrals, and other channels.
• Respond to, research, and qualify inbound leads and business development requests.
• Review opportunity boards and market sources to identify potential pursuits.
• Identify and engage decision-makers within target organizations.
• Document customer intelligence, next steps, and activity in CRM.
• Collaborate with Account Executives to transition qualified opportunities to sales resources.

Skills

Lead generation

CRM software

Communication

Organization

Ownership

Outbound prospecting

Tools

HubSpot

Salesforce

Job description

ACG Systems designs, delivers, and supports mission-critical communications solutions for federal agencies, defense organizations, airports, public safety entities, utilities, transportation providers, and commercial enterprises. Our customers rely on us to keep people connected and operations running when communications simply cannot fail.

As we continue to grow, we are investing in the next generation of sales talent and building a scalable growth engine to support our expansion.

The Opportunity

We are looking for a motivated, curious, and driven Business Development Representative (BDR) to help create new business opportunities across strategic markets. This is not a transactional lead generation role. You will identify emerging opportunities, respond to and qualify inbound requests, monitor opportunity and procurement sources, engage decision-makers, and conduct targeted outbound prospecting to create qualified pipeline.

The role has a strong greenfield focus, helping ACG develop new customer relationships and expand our presence across federal, defense, public safety, aviation, transportation, critical infrastructure, and commercial markets.

You'll work directly with experienced sales leaders and develop the skills and market knowledge needed to advance into future Account Executive roles.

What Success Looks Like

In your first 12 months, you will:

• Create qualified pipeline across strategic target accounts and greenfield opportunities
• Develop relationships with net-new customers
• Manage and qualify inbound requests and identified market opportunities
• Identify relevant opportunities through procurement boards, opportunity-intelligence platforms, market research, and other sources
• Consistently execute targeted outbound prospecting
• Maintain strong CRM discipline and ensure opportunities are captured, routed, and tracked
• Become a trusted partner to Account Executives and business leaders across the organization

Key Responsibilities

• Prospect into target accounts through phone, email, LinkedIn, events, referrals, and other relevant channels
• Respond to, research, and qualify inbound leads and business development requests
• Review opportunity boards, procurement sources, and market-intelligence platforms to identify potential pursuits
• Research organizations, initiatives, funding drivers, and business priorities to uncover new opportunities
• Identify and engage decision-makers within target organizations
• Qualify opportunities and document customer intelligence, next steps, and activity within CRM
• Ensure identified opportunities are appropriately captured, routed, and tracked through qualification
• Support outbound campaigns, event follow-up, account-based outreach, and market development initiatives
• Collaborate with Account Executives and leadership to transition qualified opportunities to the appropriate sales resources

Basic Qualifications

• 2+ years of experience in business development, sales development, inside sales, lead generation, or a similar customer-facing sales role
• Demonstrated experience prospecting, qualifying opportunities, and generating pipeline
• Strong written and verbal communication skills
• Comfortable engaging executives and business leaders through phone, email, LinkedIn, and in-person interactions
• Experience working within a CRM and maintaining accurate opportunity and activity records
• Highly organized with strong follow-up habits and attention to detail
• Self-motivated, coachable, competitive, and able to work with a high degree of ownership

Preferred Qualifications

• Exposure to technology, communications, public safety, government, defense, aviation, transportation, utilities, infrastructure, or related industries
• Experience with CRM platforms such as HubSpot, Salesforce, or similar tools
• Familiarity with account-based prospecting and modern sales engagement platforms
• Familiarity with government procurement, bid boards, or opportunity-intelligence platforms
• Military veterans with relevant business development, customer-facing, operational, or leadership experience are strongly encouraged to apply

Why Join ACG Systems

• Direct exposure to executive leadership and experienced sales professionals
• Clear performance-based path to Account Executive opportunities
• Exposure to complex B2B and public-sector sales across multiple markets
• Opportunity to make a visible impact on ACG Systems' growth
• Join a growing company investing in people, technology, and expansion

Compensation

On-Target Earnings (OTE): $85,000–$100,000, including base salary and performance-based incentive compensation.'

Equal Opportunity Employer

ACG Systems is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, veteran status, or any other protected characteristic.