Business Development Representative (BDR) – US Public Sector

Totara is scaling fast in the US Public Sector — and we’re looking for a driven, outbound-focused BDR/SDR to help us break into new accounts and build pipeline across SLED (State, Local, Education) and Federal markets. If you’re someone who thrives on prospecting, opening doors, and creating opportunities from scratch — this is your role. What You’ll Do • Generate pipeline through high-volume, targeted outbound outreach (calls, email, LinkedIn) • Break into net-new accounts and utilize multi-thread approach • Identify and engage key stakeholders across HR, L&D, IT, and compliance teams • Partner with Account Executives to turn conversations into qualified opportunities • Research accounts based on funding cycles, priorities, and regulatory drivers (FedRAMP, GovRAMP, etc.) • Build momentum early in the sales cycle and drive urgency What We’re Looking For • Experience in BDR/SDR, sales, or similar role (SaaS preferred) • Strong outbound prospecting skills — you’re not afraid to pick up the phone • Ability to break into accounts and create opportunities • Highly motivated, competitive, and results-driven • Strong communication skills and ability to personalize outreach • Experience selling into public sector What Success Looks Like • Consistent pipeline generation • Meetings with high-value target accounts • Strong conversion into qualified opportunities • Real impact on US growth Why Totara • High-growth opportunity in a massive, underserved market • Direct impact on pipeline and revenue • Exposure to complex, strategic deals in government and education • Fast-moving, collaborative team where results matter Benefits and Perks • Unlimited PTO • Enhanced Parental Leave • Professional Development Opportunities • Annual Wellbeing Allowance • New Joiner home working set-up allowance • Additional Paid Leave: Birthday off, Working days between Christmas and New Years Eve This is a full time, fully remote career opportunity that requires applicants to be in the United States, a U.S. citizen and pass a background check. Some travel may be required.