Sales Development Representative | Public Sector

About [Employer]

[Employer] is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $275B in annualized spend flows in and out of 85,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.

The problems are high-stakes, data-dense, and unforgiving.

We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At [Employer], everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.

The median [Employer] customer saves 7.5% and grows revenue 16% in their first year – far in excess of businesses operating without [Employer]. We believe every ambitious company deserves the same.

If you want to build systems that directly shape how companies move and manage billions, [Employer] is the place to do it.

About the Role

You will serve as a Sales Development Representative for [Employer]’s Public Sector segment. You will drive outbound prospecting and pipeline generation within a critical growth segment for [Employer] (State, Local, and Education).

You’ll partner with Account Executives, Leadership, Marketing, and Product to achieve the top-of-funnel business goals. Your success will be directly tied to the broader segment’s success.

What You’ll Do

• Help build the Public Section motion at [Employer] by sourcing SLED deals, bridging introductions and progressing sales opportunities further in the pipeline.
• Working with Public Sector AEs to prioritize the right accounts, map the buying group, identify the business trigger and “why now,” and align on a clear path to engagement and progression.
• Build state mapping strategies using trigger signals, current penetration, and key logos to win.
• Research and engage finance leaders through personalized phone, email, and multi-channel outreach, and qualify prospects through consultative discovery, connecting workflow challenges to business impact.
• Clearly explain how [Employer] can help finance teams simplify spend management, reduce manual work, and gain visibility and control across financial operations.
• Coordinate closely with AEs, Marketing, Partnerships, Events, and other cross-functional teams to use warm introductions, executive programs, customer stories, and account-specific moments appropriately.
• Use AI and other tools thoughtfully to strengthen research, prioritization, personalization, and workflow efficiency; validate outputs before using them.
• Improve the Public Section motion by testing strategy and AI workflows, learning from results, and turning effective approaches into repeatable team practices.
• Maintain accurate prospect and activity data in Salesforce and use performance data to improve outreach quality.

What You’ll Need

• Proven SDR/BDR, closing, or equivalent quota-carrying experience, with measurable evidence of attainment or overachievement.
• Experience working within the Public Sector.
• Proven ability to partner closely with Account Executives on account strategy, meeting preparation, deal progression, and executive engagement.
• Ability to operate independently in an evolving motion: create structure, manage ambiguity, share learnings, and raise issues early.
• Strong written and verbal communication: concise, customer-focused, and specific.
• Strong discovery and objection-handling fundamentals.
• A builder mindset: identify improvements, create repeatable systems, and learn from results.
• Practical AI fluency and sound judgment using tools to improve quality and speed.
• A data-driven approach to performance: diagnose results, seek feedback, and change behavior.

Nice to Haves

• Experience selling into finance, accounting, operations, or technology teams.
• Familiarity with Salesforce, sales engagement platforms, intent data, or account research tools.
• Former experience scaling a new team or new motion.
• Experience working with partner ecosystems.
• Familiarity with finance workflows, expense management, accounts payable, procurement, or Enterprise Resource Planning Systems (ERPs) is a strong plus.

Benefits available to all full-time [Employer] employees (Global)

• Flexible PTO
• Centralized home-office equipment ordering
• Health and wellness stipend
• Budget for intra-office travel
• Weekly coffee stipend

United States

• 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
• One Medical annual membership
• 401(k), including employer match on contributions made while employed by [Employer]
• Fertility HRA (up to $10,000 per year)
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
• Pet insurance
• In-office perks: lunch, snacks, drinks, and more
• Relocation expense coverage to NYC or SF (if needed)

Canada

• Group medical, dental, and vision coverage through Sun Life
• Life, AD&D, and disability coverage
• Fertility drug coverage (up to $4,000 lifetime)
• Group Retirement Plan with employer match (RRSP + DPSP)
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
• Employee Assistance Program and virtual care through Lumino Health

United Kingdom

• Private medical insurance through Freedom Elite
• Virtual GP and at-home care via eMed x Livi
• Workplace pension through Penfold, with salary sacrifice option
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

Other notices

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Beware of recruiting scams: [Employer] will only contact you through official @[Employer].com email addresses and will never ask for payment or sensitive personal information during the hiring process.

[Employer] Applicant Privacy Notice