Business Development Representative - Government

MinIO is the industry leader in high-performance object storage and the company behind the world’s fastest, most widely deployed object store, powering production infrastructure for more than half of the Fortune 500, including 9 of the 10 largest global automakers and all 10 of the largest U.S. banks. Our enterprise offering, AIStor, is engineered to handle the scale, speed, and pressure of modern AI and analytics, from terabytes to exabytes, all in a single namespace.

We are looking for a seasoned Business Development Representative to drive pipeline generation across U.S. federal, DoD and Enterprise accounts. In this role, you will combine disciplined outbound prospecting with fast qualification of inbound government leads, targeting agencies and enterprises that require sovereign, compliance-ready data infrastructure for AI and analytics workloads. This is an enterprise-level role requiring familiarity with government procurement and federal IT buying cycles.

What You Will Do

Outbound Prospecting

• Research and identify target federal, DoD and Enterprise accounts using intent signals and MinIO's intelligence systems.
• Execute personalized outbound sequences targeting IT, infrastructure, and security personas via email and LinkedIn.
• Develop strategies to engage agencies evaluating on-premises AI infrastructure, CMMC compliance, and data sovereignty requirements.
• Leverage government-specific channels including LinkedIn, agency directories, and event networks.

Inbound Lead Management

• Qualify and respond to inbound government MQLs within the designated SLA.
• Evaluate leads for ICP fit, use case alignment, compliance requirements, and procurement pathway.
• Schedule, confirm and potentially attend meetings with prospects and the Government Account Executive.
• Maintain detailed qualification notes in CRM, such as agency type, procurement vehicle, and compliance context.

Government Market Development

• Support outreach tied to government events and agency-specific programs.
• Maintain awareness of relevant procurement vehicles (GSA Schedule, Tradewinds, OTA mechanisms).
• Craft and deliver personalized outreach that speaks to federal compliance priorities including CMMC, FedRAMP, and IL4/IL5 requirements.
• Provide feedback on agency pain points, compliance requirements, and competitive dynamics.

CRM & Reporting

• Maintain Salesforce and Outreach with accurate, current activity and qualification data.
• Continuously optimize and personalize Outreach sequences and messaging based on performance data.

Success Metrics

• Meetings held with government accounts
• Meeting-to-Stage 1 opportunity conversion rate
• Outbound-sourced government pipeline contribution
• Speed-to-lead for inbound government MQLs
• CRM data completeness and accuracy

Your Skills and Experience

• 2–4 years of experience in BDR/SDR, inside sales, or government business development in B2B technology.
• Familiarity with U.S. federal and/or DoD sales cycles and procurement processes.
• Strong written communication skills; able to engage government IT, security, and program management stakeholders.
• Experience with outbound sequencing tools and CRM platforms (Salesforce, Outreach).
• Knowledge of federal compliance frameworks (CMMC, FedRAMP, IL4/IL5, FIPS) preferred.
• Familiarity with data infrastructure, cloud storage, AI/ML, or cybersecurity solutions preferred.
• Bachelor's degree in Business, Political Science, Information Technology, or related field preferred.