Business Development Representative - Government (San Diego)

ABOUT CIVILGRID CivilGrid is the trusted civil design platform powering affordable infrastructure renewal and growth. We give utilities, civil engineers, and municipalities a single, collaborative source of truth for what's underground so teams can plan, design, and build faster, smarter, and safer. Our platform consolidates utility records, geotechnical and environmental data, paving moratoriums, and jurisdictional requirements directly from 3,000+ utilities, agencies, and municipalities with full chain-of-custody documentation. Teams at PG&E, Mark Thomas, and dozens of leading engineering firms use CivilGrid to cut research time by up to 88%, reduce project costs, prevent dig-ins, and accelerate delivery on the projects that keep communities running. We're a venture-backed Series A startup tackling a $4.7T US infrastructure market that has been underserved by software for decades. Founded by industry insiders, each with 10+ years in utilities and civil engineering, we move fast, ship work that matters, and stay close to the customers and field teams we build for. WHY THIS ROLE We’re seeking a highly motivated and outcomes-driven BDR to join our team, focused on government customers in the Western US. You’ll be at the front line of our sales motion—engaging prospects, opening doors, and setting up qualified conversations for our Account Executives. You’ll be learning directly from the founding team and have the opportunity to shape the sales playbook, messaging, and outreach strategy in a critical growth phase. We are hiring for this role from our San Diego (North County) office. The role will start as remote, then transition to hybrid (2 days per week in office). WHAT YOU'LL DO - Research, identify, and engage target prospects across engineering firms, contractors, utilities, and government agencies - Run outbound campaigns (calls, email, LinkedIn, events) to generate qualified meetings for Account Executives - Manage inbound leads, qualifying and routing them effectively - Understand CivilGrid’s product, value proposition, and the pain points of our buyers - Track activity and maintain accurate data in CRM (HubSpot/Salesforce) - Collaborate with Marketing and Sales leadership to refine messaging, sequences, and lead scoring - Experiment with new outreach tactics and share learnings to improve results - Occasional travel to conferences WHAT YOU'LL BRING - 1-2 year(s) of SDR/BDR or other relevant outbound sales experience (construction-tech, GIS, SaaS, or related industries a plus) - Any experience calling upon government customers is a major plus - Strong written and verbal communication skills—you’re clear, persuasive, and know how to tailor your message to different stakeholders - Grit and resilience—you’re comfortable with high-volume outreach and not afraid of rejection - Curiosity and coachability—you’re eager to learn, try new approaches, and get better every day - Organized and self-motivated—you can manage your pipeline and hit activity targets without constant oversight - Excited by startups and the chance to build something new. HOW WE WORK We're a small, but rapidly growing team that ships. Expect direct feedback, real ownership from day one, and proximity to customers — huge utilities, public agencies, and engineering firms whose work depends on what we build. We default to in-person collaboration where it matters and remote-friendly flexibility otherwise. We hire people who care deeply about their craft and the communities our customers serve. COMPENSATION & BENEFITS The base salary range for this role is $75,310 - $88,600. This role has a 70/30 base to commission split, bringing total OTE to $107,600 - $126,700. Cash is only one part of your total compensation package at CivilGrid, which also includes meaningful early-stage equity, comprehensive benefits, and the opportunity to shape a category-defining company. The base salary range listed above may encompass various levels and/or geographic locations; final offers are determined based on the candidate's experience, skills, level, and work location. In addition, we offer: - Company-funded medical, dental, and vision insurance — including plans for all 3 at no cost to the employee - FSA (health and dependent care) - Unlimited PTO and a culture that expects you to actually use it - 401(k) plan - Flexible, remote-friendly work environment - A high-trust team, real ownership, and the chance to do the most meaningful work of your career EQUAL EMPLOYMENT OPPORTUNITY CivilGrid is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees and applicants. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran status, pregnancy, or any other characteristic protected by federal, state, or local law. Employment decisions at CivilGrid are based on business needs, job requirements, and individual qualifications. If you require a reasonable accommodation to participate in the application or interview process, please contact us — we're happy to help.