Business Development Manager, Security Guard Program

Heffernan • Petaluma, CA

18h • $90,000 - $120,000

About The Position

Tangram is an independent, growth-stage insurance MGA building something exceptional — on our own terms. For over 25 years, we’ve been redefining what an insurance intermediary can be: nimble, creative, and relentlessly focused on delivering specialized solutions better, faster, and smarter than anyone else. We are a team of builders, challengers, and collaborators. We take pride in doing meaningful work, supporting our partners, and constantly finding better ways to serve our brokers and insureds. Now, we’re looking for a driven Business Development Manager to join our expanding sales team and help fuel the next phase of growth for our Security Guard Program — one of Tangram’s newer portfolios, showing signs of significant expansion potential in distribution, geography, and appetite. This is a high-impact role for a motivated and competitive professional who wants to make a real mark in a fast-growing company. You’ll be responsible for executing Tangram’s sales strategies — sourcing brokers, cultivating strong relationships, and driving profitable submissions that fuel our national growth. You’ll have the autonomy to build your territory, the support of an exceptional underwriting, sales and operations team, and the chance to represent a leading program in an essential industry. If you’re energized by growth, driven by relationships, and ready to shape the future of a best-in-class Security Guard insurance program, this role is for you.

Requirements

• 5+ years of proven field sales experience in Security Guard or related commercial insurance programs (GL, Auto, Property, Umbrella, WC).
• Deep industry knowledge — including key competitors, coverage nuances, and market opportunities.
• A consistent track record of exceeding sales targets and driving territory growth.
• Strong presence and communication skills — confident in meetings, presentations, and negotiations.
• Experience using CRM tools such as HubSpot.
• Excellent written communication, organization, and time management skills.
• A proactive, entrepreneurial mindset — you take initiative, move fast, and learn continuously.
• Bachelor’s degree or equivalent combination of education and experience.

Responsibilities

• Grow the book: Generate submissions and expanding production through outbound prospecting, new broker development, and nurturing existing relationships.
• Build partnerships: Identify, profile, appoint, and support broker partners who align with Tangram’s vision and appetite.
• Hit your goals: Achieve quarterly and annual growth targets, report on pipeline progress, and deliver measurable results.
• Collaborate to win: Partner with underwriting and marketing to craft compelling campaigns, refine messaging, and close deals.
• Represent the brand: Attend industry conferences, association events, and trade shows as the face of Tangram’s Security Guard program.
• Think strategically: Analyze market dynamics, competitive positioning, and emerging opportunities to inform program growth strategies.
• Stay connected: Document activities, pipeline, and results in our CRM (HubSpot) and communicate regularly with internal teams.
• Embody Tangram’s values: Show up with professionalism, energy, curiosity, and care in everything you do.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager