Business Development Representative (BDR)

TrustLayer is at the forefront of revolutionizing risk management by automating and simplifying the certificate of insurance (COI) process. The Business Development Representative (BDR) will be responsible for building a comprehensive outbound pipeline, driving engagement with potential clients, and collaborating with the sales team to optimize pipeline health.

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
• 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
• Unblock pipeline bottlenecks: Analyze drop-off points and experiment with interventions to improve conversion rates
• 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—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