What are the responsibilities and job description for the Enterprise Business Development Representative (BDR) position at Send?
About Us
More about us:
- We have implemented our Underwriting Workbench solution in some of the largest and most reputable insurers across North America, Europe and the Middle East.
- In 2022 we were recognized by Insurance Times as the Technology Innovation of the Year for Underwriting at the Tech & Innovation Awards
- Send was selected as 1 of 14 international scale-up businesses (out of 1,150!) for the PwC Scale InsurTech program
- We tripled in size and experienced 175% ARR growth, securing Series A funding of £9M to accelerate our expansion plans in the UK and US.
- We are a global, remote-first company
Our Team
With 70 team members operating across the UK, US, Poland and India, our working environment nurtures inspiring ideas and thrives on diverse perspectives, both of which provide the capabilities and ultimately the digital solutions needed to tackle our biggest challenges. We're making early and consistent investments in our culture and employee experience with a clear roadmap of initiatives to support learning and growth, develop our future leadership capability, build an exceptional recruitment and onboarding experience, deliver environmental and social good, and provide meaningful and transparent reward and benefits.
As an early Enterprise Business Development Representative (BDR), you will be responsible for educating about and selling the Send Underwriting Workbench platform to commercial insurance carriers and MGAs.
Reporting to the marketing team, you will have the exciting opportunity to lead North American sales efforts. You will be fully supported with mentorship, resources and support.
Leading this growth, you will have the opportunity to develop and execute a sales strategy with daily actions designed to measurably build our new product user base, achieving weekly and monthly customer acquisition targets.
Key Responsibilities
- Learn and communicate Send’s product advantages and benefits, addressing underwriter’s pain points and positively positioning us within the competitive landscape, ultimately overcoming objections.
- Proactively build and nurture a pipeline of prospects and new sales opportunities, closely managing our sales cycle to acquire new insurance companies as users. This requires making calls, writing succinct and impactful emails, engaging on social media, offering incentives and following up. The sales cycle is long, and the prospect pool is educated. This is not a spray and pray play, but a strategic way to find, educate and nurture various buyer personas.
- Being diligent in online research. Being inquisitive researching and identifying target organizations, their key decision makers and developing personalized outreach opportunities in the formats they prefer.
- Oversee the North America sales territory, developing a sales action plan ideally based on your existing P&C insurance network contacts, referrals or affiliations, industry affiliations and events.
- Be a hunter; following up & chasing all connections in a timely manner, diligently researching & adding value at every customer touchpoint with the aim to build quality pipeline.
- Handle incoming sales inquiries. Qualify the potential prospects against our ideal customer profile as a legitimate prospect in a timely manner before engaging further.
- Schedule qualified meetings for Account Executives and company leaders.
- Meet and exceed goals and key performance indicators.
- Communicate with marketing to continually iterate and align strategy and messaging for target accounts.
- Maintain and update the CRM (HubSpot), ensuring it is kept current.
- Leverage tools such as LinkedIn Sales Navigator, Lavender and ZoomInfo.
- Help to build a robust network with prospects at target accounts.
Contribute to a World-Class Team
- Collaborate with the other members of the Send team to align sales activities with marketing, product strategy and roadmap, and customer success.
- Be a representative for sales across the rest of the organization.
- You’re comfortable working in a small (but powerful!) revenue-focused team.
- You’re ok getting scrappy if necessary knowing every process may not be perfected.
About You
- Possess a few years of enterprise sales/business development experience in a SaaS, B2B industry with a proven track record of meeting and exceeding sales targets.
- Are competitive and a driven self-starter; hungry to be great.
- You have ideally, worked closely with insurance underwriters and understand that industry. P&C experience is especially attractive (commercial carrier, MGA or reinsurance)
- Brings experience across the sales cycle, including prospect and handling objections.
- Appreciate detail and data. Success must be tracked so diligence in using and maintaining CRM data.
- Are a really good listener.
- Are familiar with CRM (ideally HubSpot) and lead generation/marketing automation tools.
- Are comfortable in front of a crowd. Demonstrating technical products to a non-technical audience and translating technology to business language interests you.
- Are an engaging storyteller and communicator. You write and speak persuasively with clarity and focus in-person, virtually, digitally or on social media.
- Thrives with independence and loves to find creative solutions to problems. You make the best decisions for customers. As a small team, we need doers.
- Is positive, optimistic, trustworthy, and collaborative, as well as agile, resilient and driven
- You crave learning opportunities, actively seek feedback and maintain a growth mindset.
Don't meet every single requirement? Studies show that women, Indigenous people and people of color are less likely to apply to jobs unless they meet every single qualification in the job posting. We are committed to creating a diverse and inclusive environment, so we strongly encourage you to apply even if you don't believe you meet every single qualification outlined but read this posting with excitement.
Life at Send
Please note: In the US we partner with an Employer of Record, Deel, to offer contracts of employment.
- Salary Range: $55,000-$60,000 Commission
- Remote-first and flexible work environment
- Private medical and dental insurance
- Access to Perkbox for employee discounts and wellbeing support
- Dedicated learning budget and resources
Salary : $55,000 - $60,000