Business Development Representative

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.

• 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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