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
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Own the full lead lifecycle — prospecting, CRM entry, qualification using MEDDPIC, nurture, and progression to opportunity.
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Execute outbound prospecting via phone, email, LinkedIn, events, and referral networks targeting U.S. Federal agencies and defense-adjacent organizations.
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Maintain HubSpot hygiene: every lead has a stage, a next step, and is updated daily. Qualify leads before handoff and meet response time SLAs.
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Schedule and support discovery calls and product demonstrations with qualified federal prospects; deliver a weekly lead report.
Direct Sales
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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.
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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.
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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.
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Support senior leadership on complex or high-profile opportunities as needed. Running research, preparing briefings, coordinating follow-ups, and managing logistics.
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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
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Serve as liaison between BD and marketing for event planning, co-branded campaigns, and webinar execution.
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Execute the event playbook for every attended event: pre-event dossier, on-site lead capture, and post-event HubSpot import and follow-up report.
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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.
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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.
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CRM discipline: Demonstrated HubSpot proficiency — data entry discipline and pipeline integrity are non-negotiable. If it's not logged, it didn't happen.
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Partner program experience: You have supported or managed a partner or channel program in a federal or B2G context.
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Operational range: You manage multiple concurrent workstreams independently, build process from scratch, and operate comfortably at senior altitude.
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Communication: Effective written and verbal communicator, able to engage senior federal decision-makers and C-suite stakeholders with credibility.
Preferred
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Proficiency with SAM.gov, GovWin, BGov, or comparable federal market intelligence tools.
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Experience with LinkedIn Sales Navigator and sales engagement platforms (Outreach, Salesloft, or similar).
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Familiarity with national security, defense industrial base, China policy, or OSINT domains.
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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.
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Work on globally impactful projects in geopolitical intelligence
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Lead innovation in OSINT and AI technologies
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Competitive compensation and benefits
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Dynamic, international team environment
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Significant growth opportunities in a scale-up
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