Business Development Representative (BDR)

About the Role

We're hiring a dedicated BDR to own full-funnel pipeline development and build our outbound engine from the ground up. While we've built a successful go-to-market motion through partnerships and inbound leads, we're now ready to complement that with a strategic, repeatable outbound program.

Here's what makes this role different: You're not just a meeting-setting machine. Your mission is holistic pipeline growth—which means sometimes you're breaking into net-new accounts through cold outreach, sometimes you're re-engaging prospects who've gone dark, sometimes you're nurturing early-stage leads who aren't ready for sales yet, and sometimes you're multi-threading into accounts where a deal has stalled.

You'll work alongside a proven mid-market sales team and partner organization, bringing a full-funnel perspective to pipeline generation. Your success or failure will be determined entirely by your drive, creativity, and ability to experiment. If you need structure, daily direction, or a proven playbook to follow, this isn't the role. If you're energized by solving complex pipeline problems, thrive in ambiguity, and understand that revenue growth requires relentless self-direction, this is your opportunity.

What You'll Actually Do

Build Our Outbound Motion (Net New)

• Design and execute multi-channel outbound campaigns targeting insurance carriers, MGAs, brokers, TPAs, and technology buyers
• Identify whitespace accounts where we don't have partner intros or inbound interest
• Test messaging, value props, and entry points to crack the insurance buyer persona
• Create sequences, templates, and cadences that become our scalable outbound playbook

Own Full-Funnel Pipeline Health (Beyond Meetings)

• Re-engage dormant leads: Develop campaigns to bring 6-12 month old prospects back into active conversation
• Accelerate stuck deals: Partner with AEs to multi-thread into accounts where buying committees have stalled
• Nurture early-stage interest: Determine when to nurture vs. push, and build drip campaigns that keep us top-of-mind
• Unblock pipeline bottlenecks: Analyze drop-off points and experiment with interventions to improve conversion rates
• Optimize funnel velocity: Figure out what moves deals forward faster and systematize it

Strategic Prospecting & Market Development

• Research and prioritize target accounts based on fit, timing signals, and strategic value
• Map complex buying committees in insurance organizations (IT, Operations, Underwriting, C-suite)
• Conduct genuine discovery conversations—understand tech stacks, pain points, and transformation priorities
• Identify patterns: Which companies, personas, and triggers lead to the best opportunities?

Collaborate Across GTM

• Partner with Sales: Work with mid-market AEs to understand what moves deals forward and where pipeline gets stuck
• Align with Partners Team: Ensure outbound doesn't conflict with partner relationships; identify multi-threading opportunities
• Support Marketing: Provide intelligence on messaging effectiveness, content that converts, and where leads get lost
• Enable the Business: Your funnel analysis informs expansion strategy and future sales hiring

Think Like a Revenue Operator

• Document what works at each funnel stage so others can replicate your success
• Run experiments: Does video outreach work better for re-engagement? Do CFO intros accelerate stuck deals?
• Build scoring models to prioritize which opportunities deserve your attention
• Contribute to quarterly planning with data-driven recommendations

What We're Looking For

Experience & Background

• 1+ years in SDR/BDR roles at B2B SaaS companies, with 1+ year in self-directed/founding BDR environment
• Proven full-funnel thinking—you've run re-engagement campaigns, worked on stuck deals, or owned pipeline health metrics
• Experience with $50K+ ACV enterprise or mid-market sales cycles
• Insurance industry experience is a major plus; startup experience REQUIRED

Required Capabilities

• Sales tech mastery: Salesforce/HubSpot, ZoomInfo, Sequencing Tools, LinkedIn Sales Navigator
• Marketing automation understanding: Can bridge sales and marketing workflows, understand lead scoring
• Cold calling prowess: 100 calls/day, navigate gatekeepers at large insurance companies
• Data analysis: Build funnel reports, identify conversion issues, diagnose pipeline problems
• Exceptional writing that gets responses across cold outreach and re-engagement

Essential Traits (Non-Negotiable)

• Extreme self-starter: You don't wait for direction—you identify problems and solve them independently
• Relentlessly driven: You're internally motivated by results, not by structure or oversight
• Experimental mindset: You treat every tactic as a hypothesis to test; failure is data, not defeat
• Comfortable with ambiguity: No playbook exists; you'll create it through trial and iteration
• Accountability owner: You own your numbers completely—no excuses, just adjustments
• Pipeline problem-solver: You see low conversion rates as puzzles to solve, not facts to report
• Full-funnel obsession: You care about closed revenue, not just meetings booked
• Quality over activity: You'd rather generate $200K in high-quality pipeline than book 25 mediocre meetings

You're Definitely Not a Fit If You:

• Need daily check-ins, structured onboarding, or clear guidelines to be productive
• Prefer executing proven playbooks over building your own through experimentation
• Measure your worth by activity metrics rather than pipeline and revenue outcomes
• Get uncomfortable when there's no clear "right answer" or established process
• Want someone else to define success for you rather than proving it yourself
• Need external motivation or supervision to stay focused and productive