Business Development Representative (BDR) I/II

Location: Rochester, NY/Remote Work Arrangements: hybrid or remote (East Coaster Preferred) To be considered for the role, candidates must be authorized to work in the United States without sponsorship. About Measures for Justice Measures for Justice is a nonpartisan nonprofit organization dedicated to developing tools and services that help communities, including the institutions that serve them, reshape how the criminal justice system works. Since 2011, we have been collecting, standardizing, and publishing criminal justice data to increase transparency, accessibility, and accountability. We're leading a movement to change the future of criminal justice. Role Overview As a Business Development Representative (BDR) at Measures for Justice, you will be the first point of contact for prospective state, county, or municipal agencies interested in MFJ's data and technology products, which range from offerings starting around $50,000 to our flagship product at approximately $250,000. This is an entry-level role focused on researching, prospecting, and qualifying leads — not closing deals — so you'll spend your time identifying the right accounts, responding to incoming inquiries, holding initial conversations, and handing off well-qualified opportunities to the Business Development team. Because our buyers are typically state and local government agencies, courts, and other public-sector and justice-system organizations, candidates with some exposure to enterprise, government, or other high-consideration sales environments — even informally, or through internships or adjacent roles — will be best positioned to succeed. Through your work, you'll build the top of MFJ's pipeline and directly support the organization's ability to fund and scale its mission. Key Responsibilities Research and identify target accounts within MFJ's core markets, including state and local government agencies, courts, and other criminal justice and public-sector organizations to build a database of contacts within the target markets Conduct outbound outreach — calls, email, and LinkedIn — to generate interest and start conversations with prospective partners Qualify inbound leads against MFJ's ideal customer profile, confirming fit, budget indicators, and decision-making authority before handoff Schedule and coordinate discovery calls and demos for the Business Development team, ensuring a smooth handoff with clear context on each opportunity Maintain accurate, up-to-date records of outreach, conversations, and pipeline status in the CRM Track and report on pipeline metrics, including meetings booked and calls completed , to inform team strategy Collaborate with Business Development and Sales leadership to refine target account lists, messaging, and qualification criteria Support research for proposals and public-sector procurement/RFP processes as needed Demonstrate a commitment to diversity, equity, inclusion, and belonging by modeling inclusive behaviors and proactively managing bias Your Experience 0–2 years of experience in sales, business development, lead generation, or a related client-facing role — this is an entry-level position, and we welcome recent graduates and early-career candidates Prior experience selling into government, public-sector, or other highly regulated environments Some exposure to selling or engaging around higher-consideration price points (roughly $50,000 and up) is strongly preferred, whether through prior work, internships, or academic/case-competition experience Strong written and verbal communication skills, with the ability to clearly explain value to a non-technical audience Comfortable with cold outreach and resilient in the face of rejection; persistent without being pushy Organized and detail-oriented, with the ability to manage a high volume of leads and conversations simultaneously Genuine interest in criminal justice reform and MFJ's mission Bonus Points Exposure to longer, consultative, or multi-stakeholder sales cycles Familiarity with CRM tools (e.g., Salesforce, HubSpot) Experience with or exposure to RFP/procurement processes Prior nonprofit experience If you do not have the skills/experience mentioned in the bonus points section, we still encourage you to apply! Benefits Meaningful work that contributes to positive social change Collaborative and inclusive work environment fostering growth and work-life balance Comprehensive medical, dental, and vision coverage Generous paid time off, including 20 days vacation, 10 sick days, 15 paid holidays (including the week between Christmas and New Year's Day!), and 2 days of community service Eligibility for activity-based incentive pay tied to qualified meetings and accepted opportunities, documented in a written incentive plan at hire Paid parental leave 401k matching up to 3% of annual salary Professional development opportunities via Bravely, Coursera, and more Flexible work arrangements, including remote and hybrid work, for eligible positions Full technology package including computer, monitors, bluetooth devices, and more