Business Development Representative (BDR)

TrustLayer•Tampa, FL

About The Position

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. This role is about holistic pipeline growth, which includes breaking into new accounts through cold outreach, re-engaging prospects, nurturing early-stage leads, and multi-threading into stalled deals. You'll work alongside a proven mid-market sales team and partner organization, bringing a full-funnel perspective to pipeline generation. Success will be determined by drive, creativity, and the ability to experiment. This role is for individuals energized by solving complex pipeline problems, thriving in ambiguity, and understanding that revenue growth requires relentless self-direction.

Requirements

1+ years in SDR/BDR roles at B2B SaaS companies.
1+ year in a self-directed/founding BDR environment.
Proven full-funnel thinking (experience with re-engagement campaigns, working on stuck deals, or owning pipeline health metrics).
Experience with $50K+ ACV enterprise or mid-market sales cycles.
Startup experience REQUIRED.
Sales tech mastery: Salesforce/HubSpot, ZoomInfo, Sequencing Tools, LinkedIn Sales Navigator.
Marketing automation understanding (ability to bridge sales and marketing workflows, understand lead scoring).
Cold calling prowess (e.g., 100 calls/day, navigating gatekeepers at large insurance companies).
Data analysis skills (building funnel reports, identifying conversion issues, diagnosing pipeline problems).
Exceptional writing skills for cold outreach and re-engagement.
Extreme self-starter: Identifies problems and solves them independently.
Relentlessly driven: Internally motivated by results.
Experimental mindset: Treats tactics as hypotheses to test.
Comfortable with ambiguity: Willing to create the playbook through trial and iteration.
Accountability owner: Owns numbers completely.
Pipeline problem-solver: Views low conversion rates as puzzles to solve.
Full-funnel obsession: Cares about closed revenue, not just meetings booked.
Quality over activity: Prioritizes generating high-quality pipeline over high activity metrics.

Nice To Haves

Insurance industry experience is a major plus.

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.
Test messaging, value props, and entry points to crack the insurance buyer persona.
Create sequences, templates, and cadences that become our scalable outbound playbook.
Develop campaigns to re-engage dormant leads (6-12 month old prospects).
Partner with AEs to multi-thread into accounts where buying committees have stalled.
Build drip campaigns to nurture early-stage interest and keep us top-of-mind.
Analyze drop-off points and experiment with interventions to improve conversion rates.
Identify and systematize what moves deals forward faster to optimize funnel velocity.
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 in companies, personas, and triggers that lead to the best opportunities.
Collaborate with mid-market AEs to understand deal progression and pipeline bottlenecks.
Align with the Partners Team to ensure outbound doesn't conflict with partner relationships and identify multi-threading opportunities.
Support Marketing by providing intelligence on messaging effectiveness, content conversion, and lead drop-off points.
Inform expansion strategy and future sales hiring through funnel analysis.
Document successful tactics at each funnel stage for replication.
Run experiments to test the effectiveness of different outreach methods (e.g., video outreach, intros).
Build scoring models to prioritize opportunities.
Contribute to quarterly planning with data-driven recommendations.