Business Development Representative – Hybrid in Okemos, MI [BDR-2026-10]

Agate Software; Okemos (MI); Hybrid; USD 55,000 - 150,000; Full time

Job summary

Agate Software, Inc. is seeking a driven Business Development Representative to own a national GovTech account portfolio. You’ll hunt new logos, manage renewals and expansions, and collaborate with PMO, Product, and Marketing to win large enterprise deals.

You’ll work in a dynamic, growth-oriented environment with on-site requirements and a hybrid option after 90 days, supporting public-sector customers and nonprofits across the United States.

Qualifications

• 1–2+ years in hunter-based sales/BDR with quota responsibilities.
• Ability to prospect into new accounts and open cold doors.
• Strong CRM hygiene: notes, next steps, pipeline management.

Responsibilities

• Hunt and expand: prospect and develop executive relationships across programs.
• Run full sales cycle end-to-end: discovery, business case, pricing, negotiations, close.
• Maintain a healthy pipeline in HubSpot with clear next steps and stakeholders.
• Represent the brand at industry events and conferences to generate pipeline.

Skills

Hunter sales

Prospecting

Cold calling

CRM hygiene

HubSpot

Tools

HubSpot CRM

Job description

At Agate Software, we are building a better world by revolutionizing how government agencies and nonprofits manage their grant processes. Our solutions empower our customers to maximize their resources, drive compliance, and focus on their core missions of distributing millions of dollars in funding for critical social services.

Our success is built on three pillars: Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant management industry. Our journey is marked by groundbreaking achievements and a commitment to pushing boundaries. By simplifying complex workflows, enhancing transparency, and turbo-charging efficiency, we enable our customers to maximize the impact of their funding.

Always challenging the status quo, we strive to set new industry standards and we are seeking the brightest minds to join us in this mission. If you're ready to apply your expertise in a dynamic, growth-oriented, mission-driven environment, read on to see how this position aligns with your skills and interests!

Please note that this is an onsite position that is eligible for a hybrid schedule (3 days required onsite/2 days remote) after the first 90 days.

WhatWe’reLooking For

You are a drivensalespersonorBDR(Business Development Representative)who loves turning messy, moving parts into revenue and is ready to own a portfolio of accounts. You thrive in ambiguity, move fast with discipline, and know how to build trust with public‑sector andenterprise stakeholders.You’reexcited to manage the full commercial relationship (renewals, expansions, cross‑sells, and new logos) while partnering closely withour Project Managementand Productteamsto keep deliveryrunningsmooth.

You’redata‑driven, resilient, and energized by a company in transformation where your wins are visible and high impact.

If you're hungry, ambitious, and looking for the next step in your sales career -think larger deal sizes, longer cycles, and a national territory, without having to move to a major coastal tech hub -we'd love to meet you!

What You'll Do

• Hunt and expand: prospect, multi‑thread, and develop executive and program‑level relationships; map whitespace and fund sources across agencies and programs.
• Learn to run a full sales cycle end‑to‑end: discovery, business case, SOW/pricing, negotiation, close; learn to navigate public‑sector procurement (RFI/RFP, contract amendments, renewals) with guidance and support from functional peers and experienced team members.
• Maintain a healthy,accuratepipeline inourCRM(Hubspot)with clear next steps, dates, andstakeholdersso your forecast is dependable.
• Represent the brand: engage in industry events, association forums, and virtual conferences; turn relationships into pipeline and closed‑won business

What You'll Bring

• 1-2+ years in hunter‑based business/sales development (or transferable experience) with documented quota‑carrying responsibilities and solid attainment. Our main focus is ambitious hunters who aren’t afraid to leverage warm leads and engage in persistent cold calling strategies.
• Comfort prospecting into new accounts, opening cold doors, and growing warm relationships.
• Strong CRM hygiene and habits: opportunity qualification, notes, next steps, and pipeline management (HubSpot experience a plus).
• Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.

What Makes This Role Exciting

• On the job training: learn how to manage the end-to-end deal cycle for large enterprise deals in the $600B GovTech industry
• Meaningful customers: your work helps government agencies and nonprofits deliver real outcomes for communities – visibility, scale, and impact.
• A platform to grow: sell a configurable enterprise platform with room for upsell/cross‑sell across programs, agencies, and states.
• A true team sport: partner with sharp PMO, Product, and Marketing leaders who respect boundaries and execution, and learn directly from experienced gov‑SaaS leaders.

Compensation Structure

• Base salary:$55,000–$60,000 dollars per year.
• First‑year on‑target earnings (OTE): 70,000–80,000 dollars with a realistic ramp quota.
• Earning potential: successful reps in this role can grow into$100,000–$150,000+ total compensation as they build their book of business.
• Uncapped commission withbonusesforontarget andover‑performance.

$50,000 - $100,000 a year

At Agate Software you'll be part of a team that is dedicated to making a difference through cutting-edge technology and unwavering dedication to our impactful work. If you're ready to make a significant contribution to communities in need and grow your career in an inspiring and challenging environment.

Diversity Commitment:

As an equal opportunity employer, we are committed to fostering an inclusive environment where an expansive range of ideas, backgrounds, and perspectives are the foundation for innovation. We strive to attract, develop, and retain the brightest minds from all walks of life, and we encourage applications from candidates from underrepresented communities, Indigenous persons, persons with disabilities, persons of diverse sexual orientation and gender identity, and all those who can provide different perspectives that contribute to the diversification of our team. Individuals who embrace innovation and intellectual curiosity are invited to bring their unique personal and professional experiences to the table to enrich our creativity, thought leadership, and discovery.

Work Authorization:

Please note that some customer assignments may require additional eligibility, vetting, or access approvals based on contract, security, or regulatory requirements.

To all recruitment agencies:

We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.