Founding Sales Development Representative

About the job

AccountAim is the agentic revenue platform for insurance. We help agencies, MGAs, and wholesale brokers replace the manual, spreadsheet-driven work of ingesting carrier statements, reconciling commissions, producing bordereaux, and figuring out which producers, carriers, and renewals actually drive the book. Customers include fast-growing MGAs and established commercial insurance agencies.

The role

You will be AccountAim’s first dedicated Sales Development Representative, reporting to CEO and co-founder Josh. Until now, the founders have run all outbound and closed every deal. Your job is to take that founder-led prospecting motion and turn it into a repeatable pipeline engine.

You will own top-of-funnel for the company: researching accounts, running outbound, and booking qualified first meetings with finance, operations, and accounting leaders at agencies, MGAs, and wholesalers. You will work side by side with the founders, and you will help shape the outbound playbook and the SDR team that comes after you. For the right person, this role is a path to Account Executive.

What you’ll do

• Own outbound pipeline generation across retail agencies, MGAs, and wholesale brokers, with a clear quota for qualified meetings held and pipeline created.
• Build and work target account lists using Apollo, LinkedIn Sales Navigator, HubSpot, Instantly, and more.
• Run multi-channel outreach (email, phone, LinkedIn) that leads with the real pain behind commission reconciliation, bordereaux, and reporting workflows.
• Qualify with curiosity. Run short discovery conversations to confirm there is a real project, pain, and urgency before handing off to a founder.
• Work industry events such as regional meetings and insurance distribution conferences to source meetings and follow up fast.
• Test messaging, subject lines, sequences, and targeting, and share what is working and what is not.
• Be the voice of the market. Feed what you hear in outreach and calls back to the founders and product team.
• Build the playbook. Document talk tracks, sequences, objection handling, and ICP definitions that future SDRs will run.
• Keep HubSpot clean and report on activity, conversion, and pipeline weekly so the founders can trust the numbers.

Who you are

Must have

• 1 to 3 years of SDR, BDR, or outbound sales experience in B2B SaaS, with a record of hitting or beating meeting and pipeline targets (exceptional candidates with less experience, or strong inside sales backgrounds, are welcome)
• Comfort with high-volume, multi-channel outbound, including cold calling
• A curious, discovery-first mindset: you ask good questions, listen, and disqualify when there is no real need
• Self-sufficiency in an early-stage environment with little process, few assets, and no one to hand things off to
• Clear, concise writing for outreach, follow-ups, and internal notes
• Coachability and a bias toward testing, iterating, and sharing results

Nice to have

• Insurance industry experience, especially with agencies, MGAs, wholesalers, or insurtech
• Experience prospecting to finance, accounting, or operations buyers (CFOs, controllers, directors of accounting, COOs)
• Familiarity with commission accounting, agency management systems (Applied Epic, AMS360, Vertafore), or bordereaux
• Experience as one of the first sales hires at a startup
• Hands-on experience with Apollo, Sales Navigator, HubSpot, or Instantly
• Interest in growing into a full-cycle Account Executive role

Compensation & Location

• OTE: $70,000 to $100,000
• Equity: meaningful founding-team equity
• Benefits: health, dental, and vision coverage
• Location: remote in the US, with occasional travel to industry events (roughly 10 to 15 percent)

Tagged as: Excel, HubSpot, LinkedIn Sales Navigator