Business Development Representative, Cohort

About Us

At Arkenstone Defense, we empower defense tech startups with the tools, infrastructure, and compliance solutions they need to become successful prime contractors. Our mission is to remove barriers and help innovators grow - from day one to becoming a trusted prime for the U.S. Government.

We're early, we're lean, and we're building something that actually matters. The people who do well here aren't waiting to be told what to do; they see a gap and fill it.

Overview

Cohort, Arkenstone Defense’s Professional Employer Organization (PEO), is seeking a proactive, relationship-driven Business Development Representative to build pipeline and support the growth of our defense-focused PEO business.

This role is responsible for identifying and engaging prospective clients, generating qualified opportunities for the Account Executive team, and developing relationships that create new channels for growth. In addition to direct prospecting, the BDR will work with strategic partners, venture capital firms, and other organizations serving government contractors and defense technology companies to build referral networks and expand Cohort’s reach.

The ideal candidate is a strong communicator who enjoys building relationships, takes initiative, and can operate in an early-stage environment where processes are evolving. Experience in B2B sales, business development, or partnerships is preferred. Familiarity with PEO, HR technology, government contracting, or the defense industrial base is a plus.

Location: Remote (U.S.), with preferred locations near Chicago, IL; Menlo Park, CA; or Albuquerque, NM.

What You’ll Do

Lead Generation & Pipeline Development

• Research and identify prospective clients that align with Cohort’s ideal customer profile, with an emphasis on government contractors, defense technology companies, and the broader defense industrial base.
• Execute targeted outbound prospecting campaigns through phone, email, LinkedIn, and other appropriate channels.
• Qualify prospective clients based on company needs, workforce size, growth plans, and potential fit for Cohort’s PEO services.
• Schedule qualified discovery meetings and create opportunities for the Account Executive team.
• Follow up consistently with prospects to build engagement and advance potential opportunities.
• Maintain accurate prospect records, activity tracking, and pipeline information in the CRM.
• Monitor prospecting performance, conversion rates, and pipeline contribution to continuously improve results.

Strategic Partnerships & Referral Development

• Engage VC and investment firm contacts to establish relationships with portfolio companies and identify opportunities to support their workforce and HR needs.
• Coordinate with the Account Executive team to convert partner referrals into qualified sales opportunities.
• Support partner outreach, follow-up, and relationship management to maintain consistent engagement and referral activity.
• Represent Cohort at relevant industry events, networking opportunities, and partner meetings as needed.

Sales Collaboration & Market Development

• Work closely with Account Executives to align prospecting activities with sales priorities, target accounts, and pipeline goals.
• Provide Account Executives with relevant prospect research, background, and qualification details ahead of introductory meetings.
• Collaborate with leadership and the sales team to refine target markets, prospecting strategies, messaging, and outreach campaigns.
• Gather feedback from prospects and partners to identify market needs, common objections, and opportunities to improve Cohort’s positioning.
• Support follow-up campaigns, sales materials, and other go-to-market initiatives as the business scales.
• Collaborate cross-functionally with sales, operations, HR, payroll, and compliance teams as needed to support business development efforts.

Requirements

• 1–3 years of experience in business development, sales development, lead generation, or a related B2B role preferred.
• Experience in PEO, payroll, HRIS, HR technology, or related professional services preferred.
• Familiarity with government contractors, the Department of Defense (DoD), defense technology, or the defense industrial base preferred.
• Demonstrated ability to research target accounts, initiate conversations with prospective clients, and generate qualified sales opportunities.
• Strong written and verbal communication skills, including the ability to engage professionally with executives, founders, investors, and business leaders.
• Ability to build and maintain relationships with referral partners and other external stakeholders.
• Strong organizational skills, attention to detail, and consistent follow-through.
• Experience using Salesforce and Apollo to track outreach, manage prospect information, and report on activity and results.
• Self-motivated and comfortable working independently in a startup or high-growth environment.
• Ability to manage competing priorities while maintaining consistent prospecting and follow-up activity.

Compensation

Annual Base Salary: $72,000–$78,000

This position is also eligible for $45,000 in target annual commission, bringing total on-target earnings (OTE) to $117,000–$123,000. Commission is performance-based and subject to the Company's applicable commission plan.

Who You Are

Relationship Builder: You enjoy meeting new people and keeping conversations going long after the first call.

Self Starter: You take initiative, set your own daily rhythm, and keep outreach moving without being asked.

Comfortable With Change: You do well in an early-stage company where processes are still being built.

Mission Alignment

As part of a defense-focused PEO, the Business Development Representative plays an important role in connecting government contractors and defense-focused companies with workforce solutions designed for their operating environment. This role requires professionalism, sound judgment, and a commitment to accurate representation of Cohort’s capabilities, particularly in regulated and compliance-sensitive environments.

The successful candidate will help establish the relationships and sales pipeline necessary to grow Cohort while reinforcing a reputation for transparency, accountability, and a clear understanding of the needs of the defense industrial base.

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at times.
• Requires occasional travel to industry events, networking events, and partner meetings.
• Ability to communicate effectively in written and verbal form.

Benefits of working with us!

We are committed to supporting our employees both professionally and personally. Our robust benefits package is designed to promote your well-being, growth, and work-life balance

• Competitive Salary: Recognizing your hard work with attractive compensation and rewarding excellence.
• Health and Wellness Programs: Including medical, dental, & vision insurance options, along with mental health support & wellness initiatives.
• Retirement Planning: Secure your future with our flexible 401(k) plan and matching company contributions.
• Paid Time Off & Holidays: Generous PTO, sick leave, and holiday pay to help you recharge and enjoy life outside of work.
• Employee Assistance Program: Confidential resources for personal and professional support.
• Professional Development: Access to training, certifications, and continuing education to foster your career growth.

We are an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy, gender identity, and sexual orientation), national origin, age, disability, genetic information, veteran status, or any other characteristic protected under applicable law.

Arkenstone Defense participates in E-Verify and will provide the federal government with your Form I-9 information to confirm employment authorization.