Business Development Representative (BDR)

BDR Opportunity at TrustLayerTrustLayer is at the forefront of revolutionizing risk management by automating and simplifying the certificate of insurance (COI) process. Our innovative platform enables businesses to ensure compliance, mitigate risk, and enhance operational efficiency. As a rapidly growing SaaS company, we are on a mission to significantly expand our market presence and impact.About the RoleWe'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 DoBuild Our Outbound Motion (Net New)Design and execute multi-channel outbound campaigns targeting insurance carriers, MGAs, brokers, TPAs, and technology buyersIdentify whitespace accounts where we don't have partner intros or inbound interestTest messaging, value props, and entry points to crack the insurance buyer personaCreate sequences, templates, and cadences that become our scalable outbound playbookOwn Full-Funnel Pipeline Health (Beyond Meetings)Re-engage dormant leads: Develop campaigns to bring 6-12 month old prospects back into active conversationAccelerate stuck deals: Partner with AEs to multi-thread into accounts where buying committees have stalledNurture early-stage interest: Determine when to nurture vs. push, and build drip campaigns that keep us top-of-mindUnblock pipeline bottlenecks: Analyze drop-off points and experiment with interventions to improve conversion ratesOptimize funnel velocity: Figure out what moves deals forward faster and systematize itStrategic Prospecting & Market DevelopmentResearch and prioritize target accounts based on fit, timing signals, and strategic valueMap complex buying committees in insurance organizations (IT, Operations, Underwriting, C-suite)Conduct genuine discovery conversations—understand tech stacks, pain points, and transformation prioritiesIdentify patterns: Which companies, personas, and triggers lead to the best opportunities?Collaborate Across GTMPartner with Sales: Work with mid-market AEs to understand what moves deals forward and where pipeline gets stuckAlign with Partners Team: Ensure outbound doesn't conflict with partner relationships; identify multi-threading opportunitiesSupport Marketing: Provide intelligence on messaging effectiveness, content that converts, and where leads get lostEnable the Business: Your funnel analysis informs expansion strategy and future sales hiringThink Like a Revenue OperatorDocument what works at each funnel stage so others can replicate your successRun experiments: Does video outreach work better for re-engagement? Do CFO intros accelerate stuck deals?Build scoring models to prioritize which opportunities deserve your attentionContribute to quarterly planning with data-driven recommendationsWhat We're Looking ForExperience & Background1+ years in SDR/BDR roles at B2B SaaS companies, with 1+ year in self-directed/founding BDR environmentProven full-funnel thinking—you've run re-engagement campaigns, worked on stuck deals, or owned pipeline health metricsExperience with $50K+ ACV enterprise or mid-market sales cyclesInsurance industry experience is a major plus; startup experience REQUIREDRequired CapabilitiesSales tech mastery: Salesforce/HubSpot, ZoomInfo, Sequencing Tools, LinkedIn Sales NavigatorMarketing automation understanding: Can bridge sales and marketing workflows, understand lead scoringCold calling prowess: 100 calls/day, navigate gatekeepers at large insurance companiesData analysis: Build funnel reports, identify conversion issues, diagnose pipeline problemsExceptional writing that gets responses across cold outreach and re-engagementEssential Traits (Non-Negotiable)Extreme self-starter: You don't wait for direction—you identify problems and solve them independentlyRelentlessly driven: You're internally motivated by results, not by structure or oversightExperimental mindset: You treat every tactic as a hypothesis to test; failure is data, not defeatComfortable with ambiguity: No playbook exists; you'll create it through trial and iterationAccountability owner: You own your numbers completely—no excuses, just adjustmentsPipeline problem-solver: You see low conversion rates as puzzles to solve, not facts to reportFull-funnel obsession: You care about closed revenue, not just meetings bookedQuality over activity: You'd rather generate $200K in high-quality pipeline than book 25 mediocre meetingsYou're Definitely Not a Fit If You:Need daily check-ins, structured onboarding, or clear guidelines to be productivePrefer executing proven playbooks over building your own through experimentationMeasure your worth by activity metrics rather than pipeline and revenue outcomesGet uncomfortable when there's no clear "right answer" or established processWant someone else to define success for you rather than proving it yourselfNeed external motivation or supervision to stay focused and productive