BDR, Federal Sales

BetterUp, Inc.

Job Overview

Location

Arlington, VA

Job Type

Full-time

Full Job Description

📋 Description

• As a Business Development Representative (BDR) in Federal Sales at BetterUp, you will play a strategic role in expanding the company’s presence within government markets by identifying and cultivating high-value opportunities in complex federal, defense, and state and local agencies—this role is critical to driving long-term revenue growth and establishing BetterUp as a trusted partner in human transformation for public sector organizations.
• You will own pipeline generation for a defined set of government accounts, mapping and prioritizing key buying groups such as program leaders, HR stakeholders, contracting officers, and budget owners, while developing targeted outreach strategies aligned to agency missions, funding cycles, and procurement timelines to create qualified early-stage opportunities.
• Day-to-day responsibilities include building and nurturing multi-threaded relationships across government agencies through personalized outreach, partnering with Account Executives on account planning and capture strategy, identifying entry points via existing contract vehicles or small business partners, leveraging industry events and ecosystem relationships to gain access, and maintaining accurate, up-to-date pipeline intelligence and activity tracking in Salesforce.
• You will collaborate closely with sales and marketing teams to refine messaging and tactics based on agency-specific needs, consistently generate high-quality meetings with senior stakeholders, and contribute insights that shape deal development and early-stage opportunity qualification.
• BetterUp’s Federal Sales team operates within a mission-driven, innovative culture where human transformation meets cutting-edge technology—this team is composed of curious, resilient professionals who are passionate about selling solutions that improve well-being, performance, and resilience in high-stakes government environments.
• You will join a hybrid organization that values in-person collaboration (minimum two days per week at one of our hubs: Austin, NYC, SF, or DC metro) and fosters deep belonging through coaching, development, and shared purpose—each teammate receives a personal BetterUp Coach, and managers are trained to support growth and psychological safety.
• In this role, you will develop deep expertise in government sales cycles, capture management, and stakeholder engagement while sharpening your ability to navigate complex organizational structures—you’ll gain experience in enterprise SaaS sales, learn to integrate AI tools thoughtfully into your workflow, and build a track record of strategic influence that can accelerate your career into senior business development, account executive, or sales leadership roles.
• You will also grow your consultative selling skills, learn to articulate value in mission-driven terms, and become adept at aligning BetterUp’s human transformation offerings with government priorities such as workforce resilience, mental health, retention, and mission readiness.

🎯 Requirements

• 2–5 years of experience in business development, SDR/BDR, or sales roles, preferably in SaaS, consulting, or enterprise solutions
• Direct experience selling into or supporting sales efforts within Government (federal, defense, or state and local)
• Working knowledge of Government procurement processes, including contract vehicles, acquisition cycles, and budget timelines
• Experience researching and navigating Government agencies, program offices, and buying centers
• Demonstrated ability to prospect into complex organizations and generate meetings with senior stakeholders
• Familiarity with capture management concepts (e.g., stakeholder mapping, opportunity shaping) is a strong plus
• Strong communication skills, with the ability to engage credibly with mid- to senior-level government stakeholders
• Highly organized, self-directed, and comfortable managing multiple accounts and outreach strategies
• Experience using Salesforce, LinkedIn Sales Navigator, GovWin, or similar tools is a plus
• A growth mindset and a passion for learning and development

🏖️ Benefits

• Access to BetterUp coaching—one coach for you and one for a friend or family member
• A competitive compensation plan with opportunity for advancement, including a base salary range of $82,000–$102,000 for Arlington, VA (DC metro hub)
• Medical, dental, and vision insurance
• Flexible paid time off, plus 4 Inner Workdays, 5 Volunteer Days, and company-wide Summer & Winter breaks annually
• Annual Learning and Development stipend
• Year-round charitable contribution of your choice made on your behalf by BetterUp
• 401(k) plan with self-contribution option
• All federal and statutory holidays observed

Skills & Technologies

Hybrid

$91k-114k

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BetterUp, Inc.

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About BetterUp, Inc.

BetterUp is a San Francisco-based human transformation company that provides a mobile coaching and development platform combining behavioral science, AI, and certified coaches. Its offerings include one-to-one coaching, group sessions, and digital content focused on leadership development, well-being, diversity, and performance for individuals, teams, and large enterprises. The company serves Fortune 1000 clients and government agencies, measuring behavioral change through analytics and longitudinal research. Founded in 2013, BetterUp operates globally with offices across North America and Europe, delivering scalable coaching programs designed to improve engagement, resilience, and organizational culture.

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