Business Development Representative

Reporting to Natasha Ulanowski, Senior Demand Generation Manager, you’ll be one of the first points of contact for our potential customers, engaging with hundreds of local government agencies across North America.

For inbound leads, you work closely with the Demand Generation team to catch any interest, and provide prospects who have “raised their hand” a friction-free experience to get their questions answered.

When you have no inbound leads to service, you are constantly researching new potential suspects using the attributes of our “Ideal Customer Profile”, working your network and sales tools, following up on high-quality lists, working with your dedicated Business Development Executive on account plans, and always tweaking and improving your messages and scripts—using performance data and AI to do it smarter each time.

Above all, you take ownership of every opportunity to engage a new prospect. This is a highly visible position with great opportunities for growth into full-cycle sales, customer success, and other positions across the Go-to-Market team.

As a Business Development Representative at Clariti, you’ll get to:

• Build and execute high-volume, multi-channel outbound sequences—cold calls, personalized emails, LinkedIn touches, and more—with a test-and-iterate mindset informed by open rates, reply rates, and booked meetings.
• Use AI-powered tools to research prospects at scale, surface buying signals, and craft outreach that connects each agency’s specific pain points directly to Clariti’s value proposition.
• Multi-thread into buying committees by identifying the right decision-makers, influencers, and champions within each agency to ensure outreach lands with the people who matter.
• Work with Marketing and Sales to develop target lists, call strategies, and messaging—and find new ways to increase awareness of Clariti.
• Engage your Sales Executive partner to ensure smooth, timely handoff of qualified leads.
• Constantly evolve and improve the lead qualification process.
• Maintain a pipeline of prospects as information is gathered and interest is vetted.
• Keep Salesforce current by logging activities, maintaining accurate contact data, and flagging ideal accounts within your territory.
• Feed market intelligence back to the team by sharing prospect feedback, objections, and competitive insights to sharpen our messaging and GTM playbook.

What do you bring to the team?

• 1–3+ years relevant B2B sales and/or Govtech experience.
• Extremely comfortable cold-calling prospects on the phone.
• Experience in explaining technical/complex solutions to key stakeholders.
• Coachable, self-aware, and open to feedback.
• Have a curious mindset—not afraid to ask questions to dig deep into learning about your prospect’s pains and challenges.
• Able to learn new concepts quickly and retain large amounts of information.
• Experience in using Salesforce and Dialpad.
• Strong written communication skills.
• Uses AI sales tools for prospecting research and outreach personalization.
• Data-driven outbound mindset—you track your own metrics, know what your numbers mean, and use them to self-correct without waiting to be coached.

Bonus Points

• Experience in Community Development (permitting, planning, licensing, code enforcement).
• Successful track record in quota attainment.
• Experience in consultative selling.
• Interest in the government technology sector, local governments, public policy, and/or in community development/land development.

Your first week

• Our IT team will help onboard and set you up in our tools and systems.
• Get to know us and what we have to offer!
• Company orientation; introduction to our product, history, vision, and mission.
• HR onboarding, review of all company benefits, policies, and procedures.
• Get to know the team!
• Your manager will set up meet & greet with internal stakeholders.
• Be set up for success!
• Company-wide and role-specific training.
• 1:1s with your manager and team lead will be coordinated and implemented in our HR performance tool—Lattice.

Your first 30 days

• BDR Onboarding Bootcamp
• You will be going through a 2-week onboarding process to learn how to sell our solutions.
• BDR-specific topics covered include our Ideal Customer Profile, proof points, training on sales tools, cold call practices, and qualification.
• By the end of the bootcamp, you will have the opportunity to conduct a mock qualification call with one of our Industry Panel Advisors.
• Upon successful completion of the bootcamp
• You will be assigned to a territory and paired with a Sales Executive.
• 90-day plan reviewed and set with onboarding quota and targets designed (quarterly).
• Regular cadence set for weekly 1:1s and coaching sessions.

Your first 90 days

• Achieved onboarding targets.
• Have a good level understanding of our product and market.
• Have a good grasp on prospecting to local governments and qualifying our prospects.

Your first year

• Highlight performance reviews.
• Compensation review.
• Promotion pathways review.