Business Development Representative (Ann Arbor, MI)

Job description

## **Company Mission:** **Our mission is to remove friction from selling to the public sector.** Pursuit transforms how trillions in public-sector contracts are sought and awarded. We believe the best contractors should win contracts, not just the ones who are most deeply embedded. Pursuit AI scans millions of pages to identify opportunities for companies selling to the public sector. Our customers are companies who sell to the public sector, and we’re selling more pipeline, revenue, and productivity to the GTM organization. ## **Our Culture:** At Pursuit, being a Pursuiter means doing work that actually matters—improving government for every citizen. We're an AI-first, top-investor-backed team that moves with urgency, thinks critically, and runs directly at conflict because the best ideas come from uncomfortable conversations. There's no daylight between our customers' success and ours, so you'll own high-impact projects that redefine public-sector engagement while working at the intersection of AI and growth. We're accountable to each other, ship fast (check our seasonal releases), and grow in dog years. We're remote-first but gather regularly for company offsites because Zoom bonding only goes so far, and some of our best ideas happen over tacos in Mexico or wherever we land next. If you want to build something genuinely innovative while simplifying what others overcomplicate, you've found your people! ## **Our Values:** Our values define how we work, innovate, and connect with our customers and partners. - **Customer Focus**: There is no daylight between our customers’ success and our own success. - **Critical Thinking**: Break issues down into their atomic units. Focus on what matters; simplify. What's right, not who's right. Be honest with yourself. We openly acknowledge when we're wrong, and improve. - **Act with Urgency**: Do it now. Shorten cycle times. If a decision is reversible, be 51% sure and pick one. - **Run at Conflict**: We're comfortable having uncomfortable conversations; we disagree with ideas while respecting the humans. - **Accountability**: We do what we say and give our maximum effort, and we expect that from everyone on our team. How we do one thing is how we do anything. - **Think Long Term**: Choose the best answer in the long run. Do not take shortcuts. ## **Who You Are:** We're hiring a Business Development Representative (BDR) who wants to break into tech sales at a company where the mission actually matters. You don't need a traditional sales background — you need drive, curiosity, and the resilience to do hard things consistently. You'll be the first voice prospects hear from Pursuit, working on-site in Ann Arbor, MI, and reporting directly to the Director of Business Development. ## **What You’ll Do:** **Outbound Prospecting & Pipeline Generation** - Execute high-volume outbound outreach (cold calls, emails, LinkedIn) to generate qualified pipeline for the AE team - Leverage AI-powered tools daily for prospecting, account research, and message personalization **Discovery & Qualification** - Conduct discovery conversations with public-sector decision-makers to understand their procurement challenges and qualify fit - Route qualified opportunities to Account Executives with thorough context and next steps **CRM Hygiene & Personal Development** - Maintain accurate, real-time activity and pipeline data in HubSpot - Participate in weekly coaching sessions, call reviews, and skills training designed to accelerate your path to a closing role within 12-18 months ## **What You’ll Bring:** - 0-2 years of professional experience — sales experience is a plus but not required - A track record of doing something hard and sticking with it: team captain, side hustle, self-taught skill, demanding job — show us commitment in any form - Strong verbal and written communication across phone, video, email, and Slack - Coachability — you take feedback quickly, not defensively - Curiosity over script-following: you ask "why" before "how" ## **Nice To Haves:** - Familiarity with CRM tools (HubSpot, Salesforce, etc.) - Exposure to SaaS, govtech, or public-sector sales environments - Experience using AI tools for research, writing, or workflow automation - Prior SDR/BDR internship or inside sales experience ## **Why Join Pursuit?:** Work with proven founders affecting trillions in government contracts. Ground floor opportunity to; shape the company, not just your role. When you're old and dying, make sure you worked on something that really mattered. - **Do Your life’s work**: Our mission is to improve government, benefitting every citizen - **AI-First**: Work at the intersection of AI, programmatic marketing, and data-driven growth - **Backed by top investors**: Join a highly ambitious, well-funded startup - **Driving Innovation in Public-Sector Engagement**: Own and execute innovative, high-impact projects that redefine how businesses engage with public-sector opportunities - **Personal Growth**: You’ll be challenged every day; your growth will come in dog years