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

Agate Software; Okemos (MI); Hybrid; USD 55,000 - 60,000; Full time

Job summary

Agate Software, Inc. is seeking a driven sales professional to own a national territory, managing full lifecycle from discovery to close in the GovTech space.

You will cultivate relationships with public-sector and enterprise stakeholders, drive renewals, expansions, and new logos, and collaborate with PMO, Product, and Marketing to ensure delivery stays on track. The role targets 1–2+ years of hunter-based experience, with a focus on building pipeline, prospecting new accounts, and maintaining

Qualifications

• 1-2+ years in hunter-based sales development with quota carrying responsibilities.
• Comfort prospecting into new accounts and opening cold doors.
• Strong CRM hygiene and pipeline management (HubSpot experience a plus).
• Mindset: ownership, action, resilience, and ability to handle ambiguity.

Responsibilities

• Hunt and expand: prospect, multi-thread, and develop executive and program-level relationships across agencies.
• Run a full sales cycle end-to-end: discovery, business case, SOW/pricing, negotiation, close; navigate public-sector procurement with guidance.
• Maintain a healthy, accurate pipeline in CRM with clear next steps and stakeholders for dependable forecasts.
• Represent the brand at industry events and conferences to turn relationships into pipeline and closed-won business

Skills

Hunter mindset

Quota carrying

CRM hygiene

Prospecting

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.

Ifyou'rehungry,ambitious, and looking for the next step in your sales career -thinklarger deal sizes, longer cycles, and a national territory, without having to move to a major coastal tech hub -we'dlove to meet you!

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.

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,accurate pipeline in our CRM(Hubspot)with clear next steps, dates, and stakeholders so 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 with bonuses for on target and over‑performance

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,

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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.