TrustLayer 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 Role
We'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
âwhich 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 Do
Build Our Outbound Motion (Net New)
- 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
Own Full-Funnel Pipeline Health (Beyond Meetings)
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
Strategic Prospecting & Market Development
- 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 conversationsâunderstand tech stacks, pain points, and transformation priorities
- Identify patterns: Which companies, personas, and triggers lead to the best opportunities?
Collaborate Across GTM
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
Think Like a Revenue Operator
- 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
What We're Looking For
Experience & Background
- 1+ years in SDR/BDR roles at B2B SaaS companies, with 1+ year in self-directed/founding BDR environment
- Proven full-funnel thinkingâyou'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
Required Capabilities
- 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
Essential Traits (Non-Negotiable)
Extreme self-starter
: You don't wait for directionâyou 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 completelyâno 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
You're Definitely Not a Fit If You:
- Need daily check-ins, structured onboarding, or clear guidelines to be productive
- Prefer executing proven playbooks over building your own through experimentation
- Measure your worth by activity metrics rather than pipeline and revenue outcomes
- Get uncomfortable when there's no clear "right answer" or established process
- Want someone else to define success for you rather than proving it yourself
- Need external motivation or supervision to stay focused and productive
