Business Development Representative, SLED

Casepoint; Washington (District of Columbia); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Casepoint is seeking a motivated Business Development Representative to drive pipeline in the SLED market. The role blends inbound and outbound outreach to engage state agencies, local governments, and public-sector institutions.

You will work with Sales and Marketing to execute account-based strategies, research target accounts, and tailor messaging for public records, eDiscovery, and compliance workflows. Remote-friendly with DMV preference for collaboration.

Qualifications

• 1-3 years of Business Development or similar experience.
• Experience in B2B SaaS or govtech/public sector is a plus.
• Proven ability to meet outbound activity targets.

Responsibilities

• Identify and prioritize target accounts across state, local government, and education sectors.
• Execute multi-channel outbound prospecting via phone, email, LinkedIn, and other channels.
• Collaborate with Sales and Marketing for account-based outreach and follow-ups.
• Maintain accurate CRM records and refine messaging based on feedback.
• Meet or exceed pipeline generation and activity targets.

Skills

Multi-channel prospecting

Outbound prospecting

Stakeholder communication

Time management

CRM usage

Tools

Salesforce

Salesloft

LinkedIn Sales Navigator

ZoomInfo

6sense

Job description

We're looking for a highly motivated and driven Business Development Representative (BDR) to join our growing sales organization with a focus on State, Local, and Education (SLED) accounts.

In this hybrid inbound/outbound role, you'll generate qualified pipeline by identifying, engaging, and qualifying decision-makers across state agencies, local governments, municipalities, and public-sector institutions. Leveraging a mix of strategic account research, cold calling, personalized email, LinkedIn outreach, and account-based prospecting, you'll introduce organizations to Casepoint's solutions for public records, eDiscovery, investigations, compliance, and information governance.

Working closely with Sales and Marketing, you'll help agencies modernize critical workflows while navigating the unique challenges of the SLED market, including resource constraints, procurement requirements, and increasing demands for transparency and accountability.

This role is ideal for someone who thrives in a fast-paced environment, enjoys building relationships, and is motivated by creating qualified pipeline through persistence, curiosity, and thoughtful outreach.

Work Location

This position is eligible for remote work. Priority consideration will be given to candidates based in the DMV (DC, MD, VA) area to support occasional in-person collaboration.

We also welcome applications from candidates located in the following states, based on business needs and the availability of specialized talent:

At this time, we are only able to consider candidates residing in these states.

What You’ll Do

• Research, identify, and prioritize target accounts and key decision-makers across enterprise, government, and regulated industries.
• Execute strategic outbound prospecting through phone, email, LinkedIn, and other channels toidentify, and prioritize target accounts across state agencies, local governments, counties, municipalities, public-sector education institutions, OIG/audit offices, and other SLED entities.
• Tailor outreach to SLED-specific priorities such as public records modernization, open records and sunshine law workflows, legal hold, eDiscovery, investigations, audit readiness, compliance, transparency, backlog reduction, and doing more with limited resources.
• Partner closely with SLED sales leadership, Account Executives, and Marketing to support account-based outreach, campaign follow-up, webinar and event follow-up, intent-based plays, and targeted lists.
• Develop strong account-level research habits, including monitoring relevant agency activity, public-sector news, budget cycles, procurement signals, modernization initiatives, litigation triggers, and major events that may create urgency.
• Leverage Salesforce, Salesloft, LinkedIn Sales Navigator, ZoomInfo, 6sense, and other sales technologies to improve targeting, engagement, prioritization, and productivity.
• Maintain accurate CRM records, document account insights, track activity and outcomes, and continuously refine messaging based on prospect responses and market feedback.
• Consistently meet or exceed activity, meeting-setting, qualification, and pipeline generation goals while contributing to a collaborative, high-accountability team culture.

Who You Are

• 1-3 years of Business Development, Sales Development, Inside Sales, or similar experience, preferably in B2B SaaS, govtech, legal technology, public sector, compliance, records management, or enterprise technology.
• Demonstrated success meeting or exceeding outbound activity, meeting-setting, and pipeline generation targets.
• Strong written and verbal communication skills with the ability to engage senior stakeholders in a professional, credible, and human way.
• Comfortable executing multi-channel prospecting strategies that combine calls, email, LinkedIn, research, and account-based outreach.
• Able to translate complex technology into clear business value for public-sector audiences.
• Highly organized and disciplined, with strong time management skills and the ability to manage multiple accounts, sequences, campaigns, and follow-up motions at once.
• Self-motivated, resilient, curious, and goal-oriented with a growth mindset and a desire to build a career in enterprise or public-sector sales.

About Casepoint:

OPEXUS, a leader in government process management software, and Casepoint, a top provider of data discovery technology for litigation, investigations, and compliance, merged in January 2025, with a majority investment from Thoma Bravo. The merger combines OPEXUS' expertise in government process management and Casepoint's advanced data discovery technology to create a scalable platform that meets growing demands for efficient, secure data management in the public and regulated sectors. This collaboration enhances workflows for government and enterprise clients, focusing on data discovery, litigation, and compliance.

The Washington Post, which named OPEXUS + Casepoint as the best place to work, solidifies the company's commitment to fostering a supportive, innovative, and inclusive work environment. Our dedicated team has created a culture grounded by our shared values that encourage everyone to speak up, join in, and celebrate together. From our hybrid work schedules to our prime downtown D.C. location, working at OPEXUS + Casepoint offers the best of all worlds.

Casepoint is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or disability.