Federal Business Development Representative

Job Description

Ready to embark on the mission of strengthening U.S. cyber readiness with Hack The Box?

At Hack The Box, we don’t just build cybersecurity training — we empower organizations to defend critical systems and national infrastructure. As a Federal BDR, you will play a frontline role in helping U.S. government agencies elevate their cyber workforce capabilities.

This is your opportunity to directly impact national cyber resilience. 🇺🇸🔐🚀

✨ The Core Mission of the Federal Business Development Representative

The Federal BDR is responsible for building and qualifying pipeline across U.S. Federal Civilian, DoD, and related agencies.

You will:

• Identify and research target agencies aligned to HTB’s Federal ICP (DoD, DHS, DOJ, Treasury, Intelligence Community, etc.)
• Map agency buying centers (CIO, CISO, Cyber Workforce Leads, Training Command, SOC Leadership)
• Navigate contract vehicles (GSA, SEWP, IDIQs, primes/subs)
• Engage in compliant outbound activity aligned to Federal acquisition cycles
• Qualify inbound and outbound opportunities using MEDDPICC
• Multi-thread across technical, operational, and procurement stakeholders
• Partner closely with Federal AEs and leadership to strategically build accounts
• Federal selling is strategic. It’s deliberate. It requires patience, research, and persistence.

This role is classified as non-exempt and is eligible for overtime. The expected schedule for this role is Monday - Friday, 40 hours a week. Additional hours must be approved in advance. HTB follows all federal and state overtime regulations.

🏢 Location & Work Mode

• US – East Coast / Central US preferred
• Fully Remote
• Full-time, non-exempt

🍺 The Fellowship You’ll Be Joining

You’ll report to the US BDR Leadership and work in tight alignment with the Federal AE team to execute strategic territory plans.

This is not transactional outbound — this is strategic public sector engagement.

You'll be part of a diverse revenue team, consisting of BDRs, AEs, Solution Engineers, Customer Success, and Marketing professionals. As a Business Development Representative at HTB, you'll report to our BDR Head (US-based), who will guide your growth in the role, while working closely with AEs in your region.

⚔️ Technology Tools & Weapons You’ll Be Using

Your Federal arsenal includes:

• HubSpot
• Apollo
• LinkedIn Sales Navigator
• GovWin / public contract databases (where applicable)
• Gong
• MEDDPICC frameworks
• Target account mapping tools
• You’ll combine modern outbound methodology with structured Federal account research.

🏆 Skills, Knowledge & Experience Required

• Experience in B2B sales (Federal/Public Sector exposure preferred)
• Understanding of U.S. Federal procurement processes (highly desirable)
• Experience selling into or researching: DoD, Civilian agencies, Intelligence community, Federal system integrators
• Familiarity with structured sales methodologies (MEDDIC, SPICED, Challenger, Solution Selling)
• Strong written communication skills tailored to government audiences
• Excellent account research and organizational discipline
• Comfort navigating long sales cycles
• Resilience, consistency, and intellectual curiosity
  

Bonus points for:

• Experience working alongside primes or resellers
• Understanding of Federal cybersecurity frameworks (NIST, FedRAMP, etc.)
  

🕹️ What your Hack The Box adventure will have in store:

• 🎯You'll have the exhilarating opportunity to contribute to a product that is highly appreciated by users and the cybersecurity community at large.
• 🎯 You'll experience a highly supportive and caring environment, fostering growth, flexibility, and autonomy.
• 🎯 You'll embark on an exciting journey of continuous learning and problem-solving, leveling up as our organization grows.
• 🎯 Most importantly, you'll have a blast at HTB 🥳 because fun is an essential ingredient in our recipe for success! Just wait until you see our global meet-ups!

💰 The gems you’ll be enjoying:

• USD 85,000-100,000 OTE (70/30 split)
• Medical, Dental & Vision (employee coverage 100% paid for by Hack The Box)
• 401K w/ employer match
• Employer-paid Life and AD&D Insurance
• Supplemental Life Insurance
• Short-term and Long-term Disability
• Healthcare and Dependent Care FSA
• Paid paternity & maternity leave
• 25 annual leave days
• Home Office Allowance
• Dedicated budget for training and professional development, participation in conferences
• State-of-the-art equipment
• Full access to the Hack The Box lab offerings; so you can learn how to hack 😉

🗺️ The Quest of Becoming Hack The Box’s Sr BDR:

• Level 1: To complete level one’s objective, submit your application. 
• Level 2: Complete an asynchronous video interview
• Level 3: Meet the hiring team. Level’s objective: connect with the hiring team and share with them your achievements. 
• Level 4: Meet the hiring team, once again, to explore your sales skills and fit with the US Sales team
• Level 5: Connect with the Talent Acquisition team to close the loop
• Level 6: You've officially received an offer from HTB! To complete the last level and the Quest, all you need to do is accept the offer. 
• Quest complete. Congratulations, you’re officially one of us 🥳🎉🎇Your next quest: complete the onboarding.
  

ABOUT HACK THE BOX

Hack The Box (HTB) is the cybersecurity upskilling and talent development platform trusted by individuals, enterprises, and government agencies to sharpen offensive and defensive capabilities. Powered by a vibrant global community and hands‑on, real‑world training, HTB helps security teams practice like attackers, validate skills continuously, and move faster against emerging threats. We’re scaling rapidly across the enterprise market—especially in Financial Services, MSSPs, and Technology—and we’re just getting started.

If you’re excited to turn technical depth into crisp stories, to shape a category, and to fuel measurable growth in a fast, collaborative environment—come build with us.

🚨 Exciting News:

• We are super proud to share that Hack The Box’s entities in the US, the UK & Greece have been certified as a Great Place to Work (2024-2026). 
• Furthermore, Hack The Box’s Greek entity has been listed by the Great Place to Work Institute in the Top 5 of Best Workplaces for three consecutive years (4th, 2nd, 3rd) 
• On the European level, the Greek entity has been listed as Best Workplace in Europe for three consecutive years
• Take a sneak peek at how it is to be part of HTB and our 2023 Global Retreat. Get more insights about our HTB culture and employee experience by visiting the “about us” section of our site, our career site, and Glassdoor.

At Hack The Box, we are committed to fostering a diverse, inclusive, and equitable workplace. We believe that diversity enriches our performance, services, and the communities we serve. As such, we ensure that all job applications are considered solely based on merit, skills, and qualifications. We do not discriminate on grounds of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. We are dedicated to providing a fair and respectful work environment that reflects our values.

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