TrustLayer · 1 month ago
Business Development Representative (BDR)
Tampa, FL
Full-time
Onsite
Entry, Mid Level
1+ years expTrustLayer is a rapidly growing SaaS company focused on revolutionizing risk management through automation. They are seeking a Business Development Representative (BDR) to develop their outbound pipeline and enhance their market presence by engaging with potential clients and optimizing the sales funnel.
Artificial Intelligence (AI)InsuranceInsurTechMachine Learning
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 bring 6-12 month old prospects back into active conversation
Partner with AEs to multi-thread into accounts where buying committees have stalled
Determine when to nurture vs. push, and build drip campaigns that keep us top-of-mind
Analyze drop-off points and experiment with interventions to improve conversion rates
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?
Work with mid-market AEs to understand what moves deals forward and where pipeline gets stuck
Ensure outbound doesn't conflict with partner relationships; identify multi-threading opportunities
Provide intelligence on messaging effectiveness, content that converts, and where leads get lost
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
Qualification
Required
1+ years in SDR/BDR roles at B2B SaaS companies, with 1+ year in self-directed/founding BDR environment
Proven full-funnel thinking—you've run re-engagement campaigns, worked on stuck deals, or owned pipeline health metrics
Experience with $50K+ ACV enterprise or mid-market sales cycles
Insurance industry experience is a major plus; startup experience REQUIRED
Sales tech mastery: Salesforce/HubSpot, ZoomInfo, Sequencing Tools, LinkedIn Sales Navigator
Marketing automation understanding: Can bridge sales and marketing workflows, understand lead scoring
Cold calling prowess: 100 calls/day, navigate gatekeepers at large insurance companies
Data analysis: Build funnel reports, identify conversion issues, diagnose pipeline problems
Exceptional writing that gets responses across cold outreach and re-engagement
Extreme self-starter: You don't wait for direction—you identify problems and solve them independently
Relentlessly driven: You're internally motivated by results, not by structure or oversight
Experimental mindset: You treat every tactic as a hypothesis to test; failure is data, not defeat
Comfortable with ambiguity: No playbook exists; you'll create it through trial and iteration
Accountability owner: You own your numbers completely—no excuses, just adjustments
Pipeline problem-solver: You see low conversion rates as puzzles to solve, not facts to report
Full-funnel obsession: You care about closed revenue, not just meetings booked
Quality over activity: You'd rather generate $200K in high-quality pipeline than book 25 mediocre meetings
Company
TrustLayer
TrustLayer is an insurtech company automating insurance verification with machine learning and AI.
11-50 employees
Funding
Current Stage
Early StageTotal Funding
$21.7MKey Investors
Craft VenturesAbstract
2021-08-17Series A· $15.1M
2021-02-02Seed· $6.6M
Leadership Team
Vincenzo Acinapura
Co-Founder and CTO
Recent News
Research and Markets
2025-04-16
prnewswire.co.uk
2025-03-26
Company data provided by crunchbase