Business Development Representative, Federal

NEOGOV; Draper (UT); On-site; USD 65,000 - 90,000; Full time

Benefits offered by this job

Competitive wages

Comprehensive benefits package

Generous PTO

401K matching

Paid parental leave

On-site office in Draper

Job summary

NEOGOV, a GovTech leader, is seeking a Federal Business Development Representative in Draper, Utah. You will map federal agencies, identify decision-makers, and position NEOGOV for multi-million-dollar public sector deals.

Work alongside experienced Federal Account Executives, master federal procurement basics, and execute a high-volume outreach program with a focus on DEA, DoD, and federal education agencies.

Qualifications

• U.S. Citizenship required.
• 1–2 years in Sales Development, Business Development, Market Development, Lead Generation, or full-cycle B2B sales.
• Grit and resilience to navigate long sales cycles.
• Excellent communication with IT staff and executives.

Responsibilities

• Execute high-volume outbound strategy and map federal agencies.
• Identify decision-makers and translate capabilities into mission-aligned value.
• Conduct federal market research and surface insights for territory expansion.
• Book product demonstrations and qualify opportunities for the Fed Account Executives.
• Maintain CRM records and report pipeline metrics to leadership.

Skills

Grit and resilience

Communication skills

Strategic outbound

Lead qualification

CRM proficiency

Tools

Salesforce

Outreach

Gong

Job description

For over 25 years, NEOGOV has been at the forefront of public-sector innovation, building technology that helps government and education organizations work smarter, move faster, and better serve their communities.

We are a team of cutting-edge technologists, operators, and problem-solvers with top-tier skills and a shared ambition: to build the most efficient operating model in GovTech. We combine deep public-sector expertise with modern SaaS practices, AI-enabled workflows, and a relentless focus on execution.

At our core, we are a people-first company. We empower our customers to support the public servants they employ, the communities they serve, and the talented teams that bring our platform to life.

Our solutions support the entire employee journey, from hire to retire. By transforming complex HR and compliance workflows into simple, intuitive experiences, we help public-sector organizations reduce friction, improve efficiency, and focus on what matters most: making a difference.

The Opportunity: Break Into the Lucrative World of GovTech Sales!!

Are you looking to transition your sales skills into a high-stakes, high-reward industry? The U.S. Federal Government is the largest buyer of technology in the world. Learning how to navigate this space is a golden ticket for your tech sales career.

As a Federal Business Development Representative, you won’t just be dialing a list; you will become a strategic market scout. You will map complex federal agencies, identify key decision-makers, and pave the way for massive enterprise deals.

Based in our high-energy Draper, Utah office, you’ll work side‑by‑side with seasoned Federal Account Executives, giving you front‑row mentorship on how multi‑million dollar public sector deals are won.

Why Join Us?

• Clear Career Trajectory: We view this role as a pipeline for our future Federal Account Executives.
• Mentorship Culture: Directly collaborate with senior leaders who have successfully navigated the federal sales landscape for decades.
• Collaborative Office Environment: Located in the heart of Utah's Silicon Slopes, our Draper office is designed for high-energy collaboration, continuous learning, and team success.

What You Will Learn (And Why It Makes You Invaluable):

You don't need to be a government expert on day one-we will teach you the ropes. In this role, you will get a masterclass in GovTech sales, including:

• How to navigate federal procurement and contract vehicles (the mechanisms the government uses to buy tech).
• How to use industry-leading market intelligence platforms to track government spending and find deals before they happen.
• How to align technology solutions with major federal IT mandates (like cybersecurity and cloud modernization).

Strategic Outreach and Prospecting

• Execute a high-volume outbound strategy including at least 50 calls per day and personalized email sequencing aligned to federal territories and specific agency priorities.
• Map complex agency ecosystems to uncover decision-makers, influencers, program managers, contracting officers, and technical stakeholders.
• Translate technical product capabilities into compelling, mission-aligned value propositions tailored to each agency’s goals.

Market Development and Intelligence

• Conduct in-depth research on Federal agencies, including missions, budgets, organizational structures, procurement trends, and upcoming RFIs and RFPs.
• Identify whitespace opportunities and surface strategic insights that support account planning and territory expansion.
• Monitor agency initiatives, legislative drivers, and IT mandates, such as Cloud First, FedRAMP, and Zero Trust, to shape outreach and positioning.

Pipeline Generation and Meeting Excellence

• Success in this role is built around booking product demonstrations and ensuring those meetings turn into sales qualified opportunities.
• Maintain a 65 percent hold rate for all scheduled demonstrations to ensure the success of the sales funnel.
• Set high-quality discovery meetings with Federal Account Executives based on agency-specific needs and qualification standards.

Inbound Lead Qualification and Engagement

• Rapidly engage and qualify inbound leads generated through marketing campaigns, trade shows, federal events, and webinars.
• Build early-stage relationships with federal contacts, ensuring messaging aligns with mission drivers, mandates, and procurement paths.
• Collect and document agency intelligence that strengthens the federal go-to-market strategy.

Sales Discipline and CRM Excellence

• Maintain detailed and accurate records of all outreach, conversations, contacts, and account intelligence in Salesforce and sales engagement platforms such as Outreach and Gong.
• Provide consistent updates to sales leadership on pipeline impact, market observations, and outreach performance.

• U.S. Citizenship: This is required due to federal customer engagement and access considerations.
• Experience: 1 to 2 years of experience in Sales Development, Business Development, Market Development, Lead Generation, or full-cycle B2B sales (B2G preferred).
• Grit and Resilience: Persistence in navigating long sales cycles and high-volume outreach expectations.
• Communication: Exceptional communication skills, with the ability to adjust tone and technical depth for IT staff, contracting personnel, and senior government executives (SES).
• Intellectual Curiosity: A strong desire to understand the diverse missions and structures of the U.S. Federal Government.

• Competitive Wages
• Comprehensive Benefits package (medical, dental, vision, etc.) for full‑time employees effective Day 1
• Generous PTO to support work‑life balance
• 401K Matching
• 12‑week Paid Parental Leave
• Autonomy to grow and find your career path with supportive leadership
• Company provided lunches and a kitchen fully stocked with snacks and drinks in the Draper office
• On‑site gym in the Draper office
• Inclusive and diverse work environment

NEOGOV does not discriminate in employment on the basis of race, color, religion, sex (including pregnancy and gender identity), national origin, political affiliation, sexual orientation, marital status, disability, genetic information, age, membership in an employee organization, retaliation, parental status, protected military status, or other non‑merit factors.

Our hiring process may include Artificial Intelligence (AI) screening for keywords and minimum qualifications. Recruiters review all results.