Sales Development - Government
About this role
About ElevenLabs
ElevenLabs is an AI research and product company transforming how we interact with technology.
We launched in January 2023 with the first human-like AI voice model. Today, we serve millions of users and thousands of businesses - from fast-growing startups to large enterprises like Deutsche Telekom and Meta. Our investors are some of the world's most prominent, including Andreessen Horowitz, ICONIQ Growth and Sequoia. We've raised $781M in funding and our last valuation was $11B - multiples of 11, always.
We have expanded from voice into three main platforms:
ElevenAgents enables businesses to deliver seamless and intelligent customer experiences, with the integrations, testing, monitoring, and reliability necessary to deploy voice and chat agents at scale.
ElevenCreative empowers creators and marketers to generate and edit speech, music, image, and video across 70+ languages.
ElevenAPI gives developers access to our leading AI audio foundational models.
Everything we do is the result of the creativity and commitment of our team - builders doing the best work of their lives. We are researchers, engineers, and operators. IOI medalists and ex-founders. If you want to work hard and create lasting positive impact, we want to hear from you.
How we work
High-velocity: Rapid experimentation, lean autonomous teams, and minimal bureaucracy.
Impact not job titles: We don’t have job titles. Instead, it’s about the impact you have. No task is above or beneath you.
AI first: We use AI to move faster with higher-quality results. We do this across the whole company—from engineering to growth to operations.
Excellence everywhere: Everything we do should match the quality of our AI models.
Global team: We prioritize your talent, not your location.
What we offer
Innovative culture: You’ll be part of a generational opportunity to define the trajectory of AI, surrounded by a team pushing the boundaries of what’s possible.
Growth paths: Joining ElevenLabs means joining a dynamic team with countless opportunities to drive impact - beyond your immediate role and responsibilities.
Learning & development: ElevenLabs proactively supports professional development through an annual discretionary stipend.
Social travel: We also provide an annual discretionary stipend to meet up with colleagues each year, however you choose.
Annual company offsite: Each year, we bring the entire team together in a new location - past offsites have included Croatia and Italy.
Co-working: If you’re not located near one of our main hubs, we offer a monthly co-working stipend.
About the role
As a Sales Development Representative focused on Government and Public Sector accounts in the US, you will play a crucial role in building ElevenLabs’ government outbound strategy while working closely with the Government Lead and Account Executive. We do not just sell a product or custom solutions. We partner with government organizations to help modernize citizen engagement, automate services, and improve internal workflows through breakthrough voice and conversational AI. In this role you will:
Conduct research to identify target agencies, departments, programs, and relevant stakeholders across federal, state, and local government, leveraging AI tools, agents, and automated workflows to move faster and at greater scale.
Engage prospects through cold calling, email, social media, events, and other outbound channels to initiate conversations and generate qualified opportunities.
Develop a strong understanding of government use cases, including citizen support, virtual agents, benefits administration, internal workflows, and public safety non-emergency response.
Implement personalized outreach campaigns that reflect each agency’s priorities, procurement environment, and potential use cases.
Use AI agents and automated workflows to support account research, stakeholder mapping, enrichment, sequencing, and signal monitoring, allowing you to focus on the highest-value interactions.
Monitor relevant government buying signals, including budget cycles, policy initiatives, leadership changes, RFP activity, contract awards, and modernization priorities.
Collaborate closely with the Government Lead and Account Executive to exchange insights on prospect feedback, objections, procurement considerations, and market trends.
Continuously refine outreach strategies and the AI workflows powering them based on performance data and feedback from the market.
Monitor and report key performance indicators related to outbound activity, qualified opportunity generation, conversion rates, lead quality, and pipeline contribution.
Partner with sales leadership to analyze results, identify emerging opportunities, and optimize the government outbound strategy.
Requirements
3+ years of quota-carrying enterprise sales experience in SaaS or technology, ideally with exposure to AI, generative AI, LLM-based products, or API-driven platforms.
Experience selling into government, public sector, or other highly regulated buyers — comfortable navigating RFPs, longer procurement cycles, budget/fiscal-year timing, and multi-layered legal/security review.
Proven success closing deals and managing complex sales cycles with multiple stakeholders, including security, compliance, and legal reviewers.
Deep understanding of enterprise (and ideally government) procurement and legal processes, with the ability to accelerate deal velocity where possible.
Experience selling technical solutions to product, engineering, or IT leaders; ability to translate complex technology into business value for non-technical stakeholders.
Strong executive presence and ability to build relationships at senior/agency-leadership level.
Comfort operating in an early-stage, high-growth environment — this is a build-the-playbook role for a segment we're just scaling, not an inherited book of business.
Location
This role is remote-first and can be executed from anywhere in the United States. Location in the DC Metro Area is preferred, but not required.
We are an equal opportunity employer and do not discriminate on the basis of race, religion, national origin, gender, sexual orientation, age, veteran status, disability or other legally protected statuses.