Senior Business Development Representative

📋 Description

• • This is a unique opportunity for a seasoned Senior Business Development Representative (BDR) to establish and lead a brand-new cold calling function from its inception. You will be instrumental in designing the entire outreach strategy, from crafting compelling scripts and objection handling frameworks to sourcing and qualifying leads, and establishing robust prospecting workflows. Your primary focus will be on outbound prospecting and appointment setting, generating a consistent pipeline of highly qualified prospects that will be seamlessly handed over to leadership for closing.
• • As the foundational member of this outbound team, you will have the autonomy to build the function from the ground up. This includes defining and documenting all necessary workflows, Standard Operating Procedures (SOPs), and handoff processes between the prospecting phase and the final closing meeting with agency leadership. You will also be responsible for identifying, evaluating, and potentially engaging with lead generation vendors, or alternatively, building and managing your own lead lists independently.
• • A critical aspect of this role involves establishing clear performance benchmarks and Key Performance Indicators (KPIs) for the function. This will encompass tracking both activity metrics (e.g., calls made, emails sent) and conversion metrics (e.g., leads qualified, appointments set), ensuring a data-driven approach to optimizing performance.
• • Your day-to-day responsibilities will involve conducting high-volume cold calling as the primary method of outreach, targeting both individual and commercial insurance prospects. You will meticulously build and manage lead lists, leveraging data from vendors, LinkedIn, and other research tools. A key part of qualifying prospects will involve understanding their specific insurance needs, assessing their current coverage, and gauging their likelihood to engage with the company's offerings.
• • Furthermore, you will be tasked with gathering preliminary underwriting information and, where possible, copies of current policies from prospects before they are passed to the closing team. This proactive approach ensures that leadership has the necessary context to conduct effective closing meetings.
• • You will also play a pivotal role in recommending and assisting with the implementation of the outbound technology stack. This includes selecting and integrating dialers, call tracking systems, CRM workflows, and other essential data tools to streamline operations and enhance efficiency.
• • Success in this role means booking qualified meetings directly onto the leadership calendar, ensuring that the scheduled times are convenient for the prospect. You will implement processes designed to maximize meeting show-up rates and nurture warm leads through consistent, multi-channel follow-up, including calls, emails, and reminders.
• • Maintaining clean and accurate records within the agency's CRM and any supplementary Excel-based tracking sheets will be crucial, especially during the initial ramp-up phase. You will also be responsible for defining, tracking, and reporting on daily and weekly outreach metrics and overall pipeline performance, providing clear insights into the function's progress.
• • Continuous refinement of scripts, messaging, and targeting strategies based on performance data and feedback from leadership is expected. As the outbound function matures and becomes stable and scalable, you will have the opportunity to support the recruitment, onboarding, and coaching of junior BDRs, contributing to team growth.
• • You will actively participate in defining and refining the Ideal Customer Profiles (ICPs) for both personal and commercial insurance prospects, identifying high-probability customer segments and buyer personas within the target market. This strategic input will ensure that all prospecting efforts are focused and effective.
• • This role is fully remote, offering flexibility while requiring strong self-management and accountability. You must be available to work during U.S. business hours (9 AM – 5 PM EST) to effectively support U.S.-based clients. The ideal candidate is resourceful, possesses strong organizational skills, and can manage multiple outreach activities concurrently. An analytical mindset is essential for evaluating performance metrics and optimizing outreach strategies.
• • Within the first 30 days, success looks like having the cold calling framework live, scripts written, and the first qualified appointments scheduled. By 60 days, consistent outreach volume should be established, tracking systems in place, and a measurable pipeline beginning to form. Within 90 days, the outbound function should operate with a predictable appointment flow, with performance metrics actively reviewed and optimized.
• • This is a ground-floor opportunity to build and own a critical outbound sales function within a growing organization. You will directly influence prospecting strategy, build scalable sales processes, and generate a high-quality pipeline. As the function expands, there is significant potential for career advancement into a leadership role, including hiring, mentoring, and managing additional BDRs.