Business Development Representative (BDR)

Overview

TrustLayer is revolutionizing risk management with an automated COI solution. We are seeking a BDR to develop and execute a strategic outbound program to grow our pipeline.

Responsibilities

• 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
• Create sequences, templates, and cadences for our scalable outbound playbook
• 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
• Optimize funnel velocity: Figure out what moves deals forward faster and systematize it
• 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 to understand tech stacks, pain points, and transformation priorities
• Identify patterns: Which companies, personas, and triggers lead to the best opportunities?
• 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
• 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

Requirements

• 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
• Experience with sales tech tools such as Salesforce/HubSpot, ZoomInfo, Sequencing Tools, and LinkedIn Sales Navigator
• Understanding of marketing automation and can bridge sales and marketing workflows
• Ability to make 100 calls per day and navigate gatekeepers at large insurance companies
• Data analysis skills: Build funnel reports, identify conversion issues, diagnose pipeline problems
• Exceptional writing skills to get responses across cold outreach and re-engagement

Qualifications

• Extreme self-starter: Identifies problems and solves them independently
• Relentlessly driven: Motivated by results, not by structure or oversight
• Experimental mindset: Treats every tactic as a hypothesis to test; failure is data, not defeat
• Comfortable with ambiguity: No playbook exists; creates it through trial and iteration
• Accountability owner: Owns their numbers completely—no excuses, just adjustments
• Pipeline problem-solver: Sees low conversion rates as puzzles to solve, not facts to report
• Full-funnel obsession: Cares about closed revenue, not just meetings booked
• Quality over activity: Prioritizes generating $200K in high-quality pipeline over booking 25 mediocre meetings

Essential Traits (Non-Negotiable)

• Extreme self-starter: Identifies problems and solves them independently
• Relentlessly driven: Motivated by results, not by structure or oversight
• Experimental mindset: Treats every tactic as a hypothesis to test; failure is data, not defeat
• Comfortable with ambiguity: No playbook exists; creates it through trial and iteration
• Accountability owner: Owns their numbers completely—no excuses, just adjustments
• Pipeline problem-solver: Sees low conversion rates as puzzles to solve, not facts to report
• Full-funnel obsession: Cares about closed revenue, not just meetings booked
• Quality over activity: Prioritizes generating $200K in high-quality pipeline over booking 25 mediocre meetings

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