Sales Development Representative

Position Summary

The SDR researches and engages insurance decision-makers (Owners, VPs of Operations, Underwriting Managers, CIOs), qualifies their operational needs, and books discovery meetings for the Head of Sales — through both digital outreach and industry events/conferences.

Essential Duties & Responsibilitie

• Identify and research key decision-makers at target firms
• Cold call, email, and LinkedIn prospect into target insurance accounts to build qualified pipeline.
• Run discovery conversations to uncover pain points in underwriting, policy admin etc.
• Qualify leads using BANT and book meetings for the Head of Sales, with clean handoff briefs.
• Work industry conferences and trade shows (WSIA, TMPAA, NAPEO, etc.) — pre-event outreach, on-site meetings, and post-event follow-up.
• Keep CRM (Salesforce/HubSpot) clean and up to date; report on pipeline activity weekly.

Must-Haves

• 3–5 years of being a HUNTER and selling insurance operations/BPO.

• Working knowledge of the insurance lifecycle — especially Workers’ Comp and commercial lines.

• Strong communicator who can credibly engage senior insurance executives.

• Resilient, organized, self-directed — thrives in a fully remote, high-volume outreach role.

• Comfortable working a room at industry events: initiating conversations, qualifying on the spot, and booking meetings.

• CRM proficiency (ideally HubSpot).

Nice-to-Haves

• Experience selling Insurance BPO services.

• Track record booking meetings by cold calling and at trade shows/conferences.

• Exposure to Workers’ Comp underwriting or MGA operations.

• Bachelor’s degree in Business, Marketing, Finance, or related field.

Tagged as: HubSpot, Pipeline Management, Salesforce