What are the responsibilities and job description for the Business Development Representative - Federal position at AINS LLC DBA OPEXUS?
We are seeking a highly driven and experienced Business Development Representative (BDR) with a proven track record prospecting into the U.S. Federal Government.
This is a strategic outbound role focused exclusively on federal civilian and/or DoD agencies. The ideal candidate understands the complexity of federal sales cycles, procurement pathways, and stakeholder structures within government agencies. You are not just comfortable selling into federal accounts, you are energized by it.
You will play a critical role in building qualified pipeline within federal agencies by identifying buying signals, mapping stakeholders, understanding buying cycles, and navigating multi-layered decision-making processes. This role requires persistence, discipline, and intellectual curiosity about the federal ecosystem.
If you are passionate about federal missions, understand how government organizations buy technology, and thrive in long-cycle, relationship-driven sales environments, we want to hear from you.
What You’ll Do
- Prospect exclusively into U.S. federal agencies (Civilian and/or DoD), identifying and engaging key decision-makers and influencers.
- Conduct deep account research to understand agency missions, budget cycles, procurement pathways, contract vehicles, and organizational hierarchies.
- Map complex stakeholder environments, including technical evaluators, program managers, contracting officers, and executive sponsors.
- Execute strategic outbound campaigns leveraging cold calls, personalized emails, LinkedIn engagement, and mission-aligned messaging.
- Generate qualified meetings and pipeline aligned with federal go-to-market strategy.
- Collaborate closely with Account Executives to develop account penetration strategies for targeted agencies.
- Identify timing triggers such as budget allocations, expiring contracts, recompetes, regulatory mandates, and modernization initiatives.
- Track and manage outreach activity within Salesforce and sales engagement tools.
- Attend federal-focused industry events, conferences, and networking opportunities (virtual and in-person).
- Stay informed on federal market trends, budget developments, compliance requirements, and competitive positioning.
Who You Are
- 1 years of outbound business development experience selling into U.S. Federal Government agencies (required).
- Demonstrated success generating qualified pipeline within federal accounts.
- Strong understanding of:
- Federal procurement processes
- Budget cycles and appropriations
- Contract vehicles (GSA, IDIQs, GWACs, BPAs, etc.)
- The multi-stakeholder nature of government buying decisions
- Comfortable navigating long and complex sales cycles.
- Strong executive communication skills with the ability to speak confidently about mission impact and regulatory alignment.
- Highly organized and disciplined in account research and follow-up.
- Familiarity with Salesforce, Salesloft (or similar), LinkedIn Sales Navigator, GovSpend, ZoomInfo, or other federal intelligence tools.
- Demonstrated interest in federal policy, public sector innovation, and government modernization initiatives.
- Bachelor’s degree preferred.
Why You’ll Love Working Here
- Competitive base salary uncapped performance-based commission
- Unlimited PTO and remote-first work environment
- Mission-driven work supporting federal agencies
- Collaborative sales culture with strong federal go-to-market focus
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.
Salary : $69,980 - $76,827