Business Development Representative
TLDR
Own lead lifecycle management and partner operations for U.S. Federal market while leveraging CRM systems and collaborating with partners.
Datenna is the world's leading provider of techno-economic intelligence on China. Our proprietary OSINT platform maps over 45 million Chinese companies, 70 million individuals, and 27,000+ research institutes — connecting the dots across corporate structures, academic networks, government funding, patents, and procurement activity. Trusted by EU and NATO governments, defense agencies, and intelligence communities worldwide, we turn fragmented open-source data into decision-ready insight on China's defense, technology, and economic landscape.
The Role: As Business Development Representative, you are the operational engine of Datenna's U.S. Federal go-to-market. Reporting directly to the Commercial Director of North America, you own three core functions: lead lifecycle management, partner program operations, and sales operations support.
This is a hands-on execution role. You are equally comfortable running an outbound call blitz, managing a partner check-in calendar, and ensuring every event lead is in HubSpot. You build process where none exists, operate independently, and take personal ownership of the outcome.
Your Mission at Datenna:
Lead Management
Own the full lead lifecycle — prospecting, CRM entry, qualification using MEDDPIC, nurture, and progression to opportunity.
Execute outbound prospecting via phone, email, LinkedIn, events, and referral networks targeting U.S. Federal agencies and defense-adjacent organizations.
Maintain HubSpot hygiene: every lead has a stage, a next step, and is updated daily. Qualify leads before handoff and meet response time SLAs.
Schedule and support discovery calls and product demonstrations with qualified federal prospects; deliver a weekly lead report.
Direct Sales
Develop a working knowledge of the Datenna platform and confidently deliver introductory product demonstrations to qualified prospects independently
Nurture qualified leads through the early stages of the sales cycle — maintaining consistent follow-up, surfacing objections, and keeping deals moving until they are ready to hand off or close.
Work alongside reseller partners (including Carahsoft) to identify and jointly pursue federal customers. Leveraging partner relationships to open doors and not waiting for them to generate demand independently.
Own CRM accuracy for every deal. Stages, contacts, notes, and next steps logged in HubSpot.
Build relationships at the working level within federal agencies. Analysts, program officers, contracting specialists, and end users.
Support senior leadership on complex or high-profile opportunities as needed. Running research, preparing briefings, coordinating follow-ups, and managing logistics.
Understand how federal agencies discover, evaluate, and procure technology solutions and use that knowledge to position Datenna correctly at every stage of the buyer journey.
Sales Operations & Event Execution
Serve as liaison between BD and marketing for event planning, co-branded campaigns, and webinar execution.
Execute the event playbook for every attended event: pre-event dossier, on-site lead capture, and post-event HubSpot import and follow-up report.
Identify and resolve one material ops gap per quarter — define the problem, commit to the fix, and measure the result.
What makes you a great candidate:
Experience: 3–5 years of U.S. Federal sales, sales development, or sales operations experience — or equivalent in a defense or B2G environment.
Federal fluency: Working knowledge of the U.S. Federal budgeting cycle, procurement process, and contracting vehicles (GWACs, IDIQs, task orders). You understand how the government buys.
CRM discipline: Demonstrated HubSpot proficiency — data entry discipline and pipeline integrity are non-negotiable. If it's not logged, it didn't happen.
Partner program experience: You have supported or managed a partner or channel program in a federal or B2G context.
Operational range: You manage multiple concurrent workstreams independently, build process from scratch, and operate comfortably at senior altitude.
Communication: Effective written and verbal communicator, able to engage senior federal decision-makers and C-suite stakeholders with credibility.
Preferred
Proficiency with SAM.gov, GovWin, BGov, or comparable federal market intelligence tools.
Experience with LinkedIn Sales Navigator and sales engagement platforms (Outreach, Salesloft, or similar).
Familiarity with national security, defense industrial base, China policy, or OSINT domains.
Experience coordinating federal conference and event participation — from dossier prep to post-event HubSpot import.
Applicants may be subject to a screening process. Level and salary compensation will be dependent on experience and suitability.
Requirements
Work on globally impactful projects in geopolitical intelligence
Lead innovation in OSINT and AI technologies
Competitive compensation and benefits
Dynamic, international team environment
Significant growth opportunities in a scale-up
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Datenna provides government entities with advanced open-source intelligence (OSINT) and AI-driven insights into China's techno-economic landscape. Our platform specializes in analyzing data related to China's Defense Industrial Base and technology development, enabling informed decision-making through actionable intelligence.