Valamis

Business Development Rep

• Generate pipeline through high-volume, targeted outbound outreach (calls, email, LinkedIn)
• Break into net-new accounts and utilize multi-thread approach
• Identify and engage key stakeholders across HR, L&D, IT, and compliance teams
• Partner with Account Executives to turn conversations into qualified opportunities
• Research accounts based on funding cycles, priorities, and regulatory drivers (FedRAMP, GovRAMP, etc.)
• Build momentum early in the sales cycle and drive urgency

Business Development Representative – US Public Sector

Solutions Engineer

• Support New Business and Strategic Bids – Bringing your knowledge, insight and buy-side perspective to how we present and position Totara
• Drive Customer Success and Upsell Potential – Working with Customer Success colleagues as a L&D and LMS expert to supplement their knowledge with key customer discussions
• Support and Enable the Totara Partner Network – Supporting larger partners, including GSI’s (Global System Integrators) as they build their expertise with Totara
• Showcase Product Expertise and Leadership – At internal and external events as a Totara SME and Champion
• Own and Evolve Demo Environments – Leading the work to improve how we showcase the power of Totara to new and existing customers

Pre Sales Solutions Consultant

• Identify and qualify high-potential prospects in target markets and sectors (government and healthcare.)
• Manage the full sales lifecycle—from prospecting, and proposal development to contract negotiation and deal closure.
• Respond to appropriately qualified tenders in a timely and high-quality manner
• Deliver compelling product presentations and tailored solution pitches to senior stakeholders.
• Accurate and realistic forecasting of deals and sales data for Totara stakeholders.
• Analyse market trends, customer needs, and competitive positioning to inform regional growth strategies.
• Identify potential verticals, geographic markets, or segments for expansion.
• Collaborate with marketing and product teams to align campaigns and messaging with market opportunities.
• Work with the marketing and SDR teams to generate leads and execute targeted campaigns.
• Collaborate with the product team to relay customer feedback and inform roadmap priorities.
• Partner with the implementation and customer success teams to ensure smooth handovers and long-term client satisfaction.

Business Development Manager

Account Executive

• Own the full sales cycle for new logo acquisition in the UK commercial market
• Target midmarket to enterprise organisations with complex buying processes
• Lead discovery, solution design, commercial negotiation, and deal close
• Build strong multistakeholder relationships across L&D, HR, Compliance, IT, and Procurement
• Work closely with the SDR team to drive outbound engagement and opportunity creation
• Partner with Marketing on campaigns, events, and targeted account activity
• Proactively identify, qualify, and progress high value opportunities
• Maintain a healthy, predictable pipeline aligned to revenue targets
• Act as a trusted advisor to prospects, demonstrating deep understanding of learning, performance, and organisational development challenges
• Collaborate with presales, partners, and internal stakeholders to deliver compelling proposals
• Accurately forecast, manage CRM hygiene, and report against targets

Senior Account Executive

Marketing

• Build and execute multi-channel campaigns (email, paid digital, website, SEO, content syndication) to drive awareness and pipeline within the US Public Sector.
• Manage campaign planning, targeting, execution, optimization, and reporting end-to-end.
• Own TotaraGov.com strategy, content, and campaign landing pages.
• Develop ABM programs targeting Federal agencies and key system integrators.
• Partner closely with the US Public Sector sales team on account targeting, messaging, and sales materials.
• Write compelling content tailored to the Federal audience, including blogs, ebooks, guides, and white papers.
• Plan and execute field events, trade shows, and sector-specific conferences, and support pre and post event communication.
• Track ROI and contributions to pipeline.

Business Development Representative – US Public Sector

Pre Sales Solutions Consultant

Business Development Manager

Senior Account Executive

US Public Sector Marketing Manager