Business Development Representative - Public Sector at Zip

ABOUT ZIP Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. ABOUT THE JOB The simple task of buying software, services, or tools at work has become increasingly complex - even more so within state and local government organizations navigating strict procurement processes, compliance requirements, and budget constraints. Today, enterprises and public sector organizations alike spend $120T+ per year globally and rely heavily on vendors to operate effectively and deliver critical services to their communities. Our cofounders started Zip in 2020 to solve this problem with a purpose-built procurement platform that delivers a simple, consumer-grade experience while meeting the needs of highly regulated environments. In just 4 years, Zip has created a new category and built a leading solution in this $50B+ TAM space. Today, organizations like OpenAI, Snowflake, Anthropic, Coinbase, and Prudential trust Zip to manage billions in spend—and we are rapidly expanding our footprint into the public sector. We have a world-class team from companies like Airbnb, Meta, Stripe, Salesforce, Apple, and Google. Backed by $370M in funding and a $2.2B valuation, we are focused on expanding into new markets—including State & Local Government—and delivering meaningful value to our customers. YOUR ROLE Zip is looking for a highly motivated, outgoing, and strategic Business Development Representative (BDR) to help grow our State & Local Government (SLED) business. In this role, you will focus on generating new pipeline within government agencies and public sector organizations through targeted outbound prospecting. This role requires an understanding of (or strong interest in learning) public sector buying processes, including procurement cycles, compliance considerations, and multi-stakeholder decision-making. You will partner closely with Account Executives to identify opportunities, engage key stakeholders, and book high-quality meetings that convert into pipeline and revenue. This is a highly strategic role ideal for someone who is curious, resilient, and excited about breaking into or expanding within the public sector sales space. YOU WILL - Partner closely with SLED Account Executives and Sales Leadership to identify and generate new pipeline within state and local government agencies - Prospect into government organizations using a multi-channel approach (calls, email, LinkedIn, events, and partner ecosystems) - Research agencies, departments, and key stakeholders to understand procurement processes, budget cycles, and organizational priorities - Develop a strong point of view on how Zip can help modernize procurement for public sector organizations - Qualify inbound and outbound opportunities with a focus on public sector-specific requirements (compliance, contracts, timelines) - Maintain accurate records of outreach and pipeline activity in Salesforce and other tools - Collaborate cross-functionally to refine messaging and improve go-to-market strategy for the SLED segment - Adapt quickly in a fast-growing environment and contribute to shaping our public sector outbound motion QUALIFICATIONS - 6–12+ months of equivalent sales, business development, or outbound prospecting experience - Strong interest in or exposure to selling into State & Local Government or public sector organizations - Strong track record of meeting or exceeding activity and pipeline goals - Highly organized with strong research and time management skills - Excellent written and verbal communication skills - Resilient, curious, and adaptable with a problem-solving mindset NICE TO HAVES - Experience selling into SLED, government, or public sector organizations - Familiarity with government procurement processes (RFPs, RFIs, contracts, compliance requirements) - Experience with tools like Salesforce, Outreach, ZoomInfo, Gong, or LinkedIn Sales Navigator - Experience in SaaS or a fast-paced, high-growth environment - Interest in fintech, procurement, or workflow automation - Ability to navigate complex, multi-stakeholder sales environments WHAT SUCCESS LOOKS LIKE WITHIN 2 WEEKS, YOU WILL... - Complete onboarding and training, including an introduction to Zip’s public sector strategy - Gain an understanding of government procurement workflows and how Zip supports them - Align with your manager on key success metrics and goals - Begin learning target accounts and personas within SLED WITHIN 1 MONTH, YOU WILL... - Begin outbound prospecting into state and local agencies - Build a pipeline through calls, emails, and social outreach - Create strong first impressions with public sector prospects - Accurately track activity and maintain CRM hygiene - Partner closely with AEs to qualify and convert opportunities WITHIN 2 MONTHS, YOU WILL... - Consistently meet or exceed activity and pipeline targets - Schedule qualified discovery meetings with government stakeholders - Develop expertise in SLED personas, procurement cycles, and buying triggers - Contribute insights to improve messaging and targeting in the public sector - Become a key contributor to Zip’s expansion into the SLED market COMPENSATION The salary range for this role is $90,000 – $100,000 OTE, determined based on location, experience, and skill set. PERKS & BENEFITS - 📈 Start-up equity - 🦷 Full health, vision & dental coverage - 🍽️ Catered meals (SF employees) - 🚍 Commuter benefits - 🚠 Team events & happy hours - 🌴 Unlimited PTO - 💻 Apple equipment + home office budget - 💸 401(k) plan OUR COMMITMENT We’re building a team of owners—people who communicate openly, move with urgency, and are excited to help modernize how organizations operate. We strongly encourage candidates with public sector experience or interest to apply, even if you don’t meet every qualification. Zip is committed to building a diverse and inclusive workplace where everyone feels they belong.