About the role- Holly is hiring a Business Development Representative to be the front of our sales engine. You'll generate and qualify pipeline by reaching public sector HR leaders, working inbound interest from conferences and webinars, and booking discovery calls for our Account Executives.
- This is where Holly's growth starts. Our go-to-market runs on a "radius" model - when one agency signs, 10-12 neighboring agencies become warm leads. You'll be the person who turns that momentum into meetings, building the relationships and pipeline that fuel the whole team.
- You'll work closely with our Account Executives and Head of Go-to-Market to identify the right accounts, craft outreach that resonates with a government audience, and keep our pipeline organized and moving.
- Note: the role will call into the West Coast and therefore will need to keep generally West Coast hours, but we are open to a remote role, co-located in SF/LA, or in person at our HQ in NYC.
What you'll do- Outbound Prospecting
- Research and identify target agencies and the right contacts within them - HR directors, classification and compensation analysts, labor relations staff.
- Run personalized outbound across email, LinkedIn, and phone to start conversations with public sector HR teams.
- Work the "radius": when an agency signs, systematically reach the peer agencies most likely to follow.
- Book qualified discovery calls and hand them off cleanly to Account Executives.
- Leverage AI to work faster and produce more personalized outbound communications for governments.
- Inbound & Event-Driven Pipeline
- Follow up fast on inbound leads from conferences, webinars, content, and referrals.
- Qualify interest against fit and timing, and prioritize the accounts worth an AE's time.
- Support conferences (CALPELRA, CalGovHR, PSHRA, League of California Cities, and others) - set meetings before, during, and after events, and help work the booth.
- Pipeline Hygiene & Process
- Keep HubSpot clean and current: contacts, activity, sequences, and accurate stage tracking.
- Build and refine outreach sequences and messaging in partnership with the GTM team.
- Track what's working - open rates, reply rates, meetings booked - and share what you learn.
Qualifications- 1-2 years of experience in a BDR/SDR or similar outbound role, or a strong recent grad with real hustle (B2B SaaS or public sector experience is a plus, not a requirement).
- Comfortable with high-volume outreach and resilient in the face of rejection - you keep going.
- A strong written communicator who can write a personalized cold email that actually gets a reply.
- Highly organized and detail-oriented - you don't let leads or follow-ups slip through the cracks.
- Familiar with tools like HubSpot, LinkedIn, and Google Workspace (or quick to learn them).
- Curious about government, public policy, or GovTech - bonus if you've worked in or around the public sector.
- Willing to travel to conferences several times per year.
- Coachable and competitive. You want to learn to sell and grow into an AE role.
Compensation$80k base, $125k OTE, equity & platinum healthcare, vision, dental.
