Business Development Representative

Business Development RepresentativePosition in Organization: Reporting to: Chief Revenue Officer Team: Revenue & GrowthLocation: Charlotte, North Carolina (hybrid working model) Travel requirements: Ad hoc expected for this role or to attend group company events on occasion.Primary Purpose of the Role: The Business Development Representative (BDR) is responsible for driving pipeline growth by identifying, engaging, and qualifying prospective customers within the insurance ecosystem (carriers, brokers, MGAs). The role focuses on outbound prospecting, inbound lead qualification and early-stage relationship building to create qualified opportunities for the sales team. The BDR plays a key role in educating prospects on digital insurance solutions and helping accelerate adoption of technology that improves underwriting, distribution, claims and customer experience.Key Responsibilities:Pipeline GenerationIdentify target accounts across insurance carriers, brokers, and MGAsExecute multi-channel outreach (email, phone, LinkedIn, events)Conduct research to personalize outreach based on industry trends and prospect prioritiesGenerate qualified meetings and opportunities aligned with ICP criteriaLead QualificationRespond to inbound marketing leads and assess fit using defined qualification frameworks (e.g., MEDDICC, BANT)Understand prospect pain points across underwriting, claims, policy admin, and distributionDocument discovery insights clearly in CRMSales CollaborationPartner with Account Executives to build account strategiesSupport planning and account mappingEnsure smooth handoff of qualified opportunitiesMarket IntelligenceTrack competitive landscape and Insurtech trendsProvide feedback to marketing and product teams on messaging and positioningMaintain awareness of regulatory and industry changes impacting prospectsProcess & PerformanceMaintain accurate CRM hygiene and activity trackingMeet or exceed outreach, meeting, and pipeline targetContinuously optimize messaging and prospecting sequencesRequired Skills & Expertise:Knowledge of, and experience in selling to, the life insurance marketExperience using CRM platforms (e.g., Salesforce, HubSpot)Familiarity with sales engagement tools (e.g., Outreach, Salesloft)Understanding of life insurance value chain (policy administration, underwriting, claims, distribution)Knowledge of SaaS sales metrics and pipeline managementAbility to research accounts using tools such as LinkedIn and data providersExperience with qualification frameworks (BANT, MEDDICC, SPICED)Understanding of Insurtech categories (embedded insurance, automation, AI, digital distribution)Behavioral & Core Skills:Strong communication and storytelling skillsHigh curiosity and learning agility (important in a complex insurance domain)Resilience and persistence in outbound environmentsCommercial mindset and customer-first thinkingAbility to handle rejection and maintain motivationStrong organization and time managementCollaboration with sales, marketing, and product teamsPreferred Experience:1–3 years experience in SaaS, Insurtech, fintech or insurance salesExposure to US life insurance market structures and terminologyExperience selling into carriers, brokers or MGAsFamiliarity with consultative/value-based selling