The Role
Own revenue for assigned public‑sector accounts including renewals, expansions, cross‑sells, and new business. Prospect, run full sales cycles, maintain CRM hygiene (HubSpot), drive account strategy, partner with PMO/Product for clean handoffs, represent the brand at events, and capture voice‑of‑customer and competitive insights to sharpen offerings.
Summary Generated by Built In
At Agate Software, we are building a better world by revolutionizing how government agencies and nonprofits manage their grant processes. Our solutions empower our customers to maximize their resources, drive compliance, and focus on their core missions of distributing millions of dollars in funding for critical social services.
Our success is built on three pillars: Innovation, Integrity, and Impact. For over 20 years, Agate Software has been at the forefront of transformative innovation in the grant management industry. Our journey is marked by groundbreaking achievements and a commitment to pushing boundaries. By simplifying complex workflows, enhancing transparency, and turbo-charging efficiency, we enable our customers to maximize the impact of their funding.
Always challenging the status quo, we strive to set new industry standards and we are seeking the brightest minds to join us in this mission. If you're ready to apply your expertise in a dynamic, growth-oriented, mission-driven environment, read on to see how this position aligns with your skills and interests!
Please note that this is an onsite position that is eligible for a hybrid schedule (3 days required onsite/2 days remote) after the first 90 days.
What We’re Looking For
You are a driven salesperson or BDR (Business Development Representative) who loves turning messy, moving parts into revenue and is ready to own a portfolio of accounts. You thrive in ambiguity, move fast with discipline, and know how to build trust with public‑sector and enterprise stakeholders. You’re excited to manage the full commercial relationship (renewals, expansions, cross‑sells, and new logos) while partnering closely with our Project Management and Product teams to keep delivery running smooth.
You’re data‑driven, resilient, and energized by a company in transformation where your wins are visible and high impact.
If you're hungry, ambitious, and looking for the next step in your sales career - think larger deal sizes, longer cycles, and a national territory, without having to move to a major coastal tech hub - we'd love to meet you!
What You'll Do
- Own revenue for your book of business: renewals, expansions, cross‑sells, and net‑new within assigned territories/agencies.
- Hunt and expand: prospect, multi‑thread, and develop executive and program‑level relationships; map whitespace and fund sources across agencies and programs.
- Run a full sales cycle end‑to‑end: discovery, business case, SOW/pricing, negotiation, close; learn to navigate public‑sector procurement (RFI/RFP, contract amendments, renewals) with guidance and support from functional peers and experienced team members.
- Maintain a healthy, accurate pipeline in our CRM (Hubspot) with clear next steps, dates, and stakeholders so your forecast is dependable.
- Drive account strategy: contribute to Strategic Account Plans; support and lead QBRs with executive sponsors; convert insights into tangible opportunities.
- Partner without confusion: ensure clean commercial‑to‑delivery handoffs with PMO and Solutions so you stay focused on commercial health and growth.
- Represent the brand: engage in industry events, association forums, and virtual conferences; turn relationships into pipeline and closed‑won business.
- Close the loop: capture voice‑of‑customer, competitive intel, and win/loss insights to sharpen our messaging and offers.
What You'll Bring
- 2–5+ years in hunter-based business/sales development (BDR/SDR, inside sales, or AE), with documented quota‑carrying responsibilities and solid attainment. Our main focus is ambitious hunters who aren’t afraid to leverage warm leads and engage in persistent cold calling strategies.
- Experience running or contributing to a structured sales process: discovery, demos, proposals, and multi‑stakeholder decision making.
- Comfort prospecting into new accounts, opening cold doors, and growing warm relationships.
- Strong CRM hygiene and habits: opportunity qualification, notes, next steps, and pipeline management (HubSpot experience a plus).
- Clear, confident communication with directors, CIOs, program owners, and business stakeholders; you can translate technical capabilities into business value.
- Collaborative working style with PMO, Product, and Marketing; you respect delivery boundaries and keep others informed without “owning” implementation.
- Mindset: builder energy, high ownership, bias to action, comfort with ambiguity, and resilience under pressure.
What Success Looks Like
- Retention: high gross renewal rate across assigned accounts, with strong customer relationships and limited churn.
- Expansion & New Revenue: consistent quarter‑over‑quarter expansion and new business; NRR goals met or exceeded based on experience and tenure.
- Pipeline & Forecast: solid pipeline coverage relative to quota and reliable forecasts with clear close plans.
- Executive Engagement: regular executive‑sponsor meetings and QBRs with clear next steps and documented outcomes.
- Sales Hygiene: accurate CRM data on stages, dates, values, and stakeholders; no “mystery” deals.
- Cross‑Functional Flow: clean handoffs; no commercial surprises for PMO; customer sentiment stable or rising.
What Makes This Role Exciting
- Build during lift‑off: help shape a sales engine at a company in active transformation – your playbooks and wins will set the bar for years.
- Meaningful customers: your work helps government agencies and nonprofits deliver real outcomes for communities – visibility, scale, and impact.
- High leverage, low red tape: ship ideas fast, get credit for results, and see the direct line from your deals to company growth.
- A platform to grow: sell a configurable enterprise platform with room for upsell/cross‑sell across programs, agencies, and states.
- A true team sport: partner with sharp PMO, Product, and Marketing leaders who respect boundaries and execution, and learn directly from experienced gov‑SaaS leaders.
Compensation Structure
- Base salary: $55,000 – $60,000 dollars per year.
- First‑year on‑target earnings (OTE): 70,000–80,000 dollars with a realistic ramp quota.
- Earning potential: successful reps in this role can grow into $100,000–$150,000+ total compensation as they build their book of business.
- Uncapped commission with bonuses for on target and over‑performance.
At Agate Software you'll be part of a team that is dedicated to making a difference through cutting-edge technology and unwavering dedication to our impactful work. If you're ready to make a significant contribution to communities in need and grow your career in an inspiring and challenging environment, apply today!
Diversity Commitment:
As an equal opportunity employer, we are committed to fostering an inclusive environment where an expansive range of ideas, backgrounds, and perspectives are the foundation for innovation. We strive to attract, develop, and retain the brightest minds from all walks of life, and we encourage applications from candidates from underrepresented communities, Indigenous persons, persons with disabilities, persons of diverse sexual orientation and gender identity, and all those who can provide different perspectives that contribute to the diversification of our team. Individuals who embrace innovation and intellectual curiosity are invited to bring their unique personal and professional experiences to the table to enrich our creativity, thought leadership, and discovery.
Work Authorization: Please note that some customer assignments may require additional eligibility, vetting, or access approvals based on contract, security, or regulatory requirements.
To all recruitment agencies: We do not accept unsolicited agency resumes and are not responsible for any fees related to unsolicited resumes.
Skills Required
- 2-5+ years hunter-based sales/BDR/SDR/AE experience with quota-carrying responsibilities and documented attainment.
- Experience running or contributing to a structured sales process: discovery, demos, proposals, multi-stakeholder decision making.
- Comfort prospecting into new accounts, cold calling, and growing warm relationships.
- Strong CRM hygiene and pipeline management habits.
- Experience with HubSpot (listed as a plus).
- Clear, confident communication with directors, CIOs, program owners, and business stakeholders; translate technical capabilities into business value.
- Collaborative working style with PMO, Product, and Marketing and ability to ensure clean commercial-to-delivery handoffs.
- Mindset: high ownership, bias to action, comfort with ambiguity, resilience under pressure.
- Ability to navigate public-sector procurement (RFI/RFP, contract amendments, renewals) and manage SOW/pricing and contract negotiation.
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The Company
What We Do
Agate Software, the US affiliate of IGX Solutions, was founded in 1991 in Okemos, Michigan. Agate Software developed the groundbreaking IntelliGrants management software in 2001. Intelligrants is the first true web-based solution for grant management and is currently used by more than 120 clients across 34 states. Agate currently provides implementation, development, and training services for customers using IntelliGrants IGX, the market’s premier grants management software. Agate also continues to support customers utilizing earlier versions of intelliGrants while providing software development and lifecycle grant management support, maintenance, and services to IGX Solutions and other clients.
