Job Title: Business Development Representative (BDR)

Position in Organization

Reporting to: Chief Revenue Officer
Team: Revenue & Growth

Location

Charlotte, North Carolina (hybrid working model)
Travel requirements: Ad hoc expected for this role or to attend group company events on occasion.

Primary Purpose of the Role

The Business Development Representative (BDR) is responsible for driving pipeline growth by identifying, engaging, and qualifying prospective customers within the insurance ecosystem (carriers, brokers, MGAs). The role focuses on outbound prospecting, inbound lead qualification and early-stage relationship building to create qualified opportunities for the sales team. The BDR plays a key role in educating prospects on digital insurance solutions and helping accelerate adoption of technology that improves underwriting, distribution, claims and customer experience.

Key Responsibilities

1. Pipeline Generation

• • Identify target accounts across insurance carriers, brokers, and MGAs

  • Execute multi-channel outreach (email, phone, LinkedIn, events)

  • Conduct research to personalize outreach based on industry trends and prospect priorities

  • Generate qualified meetings and opportunities aligned with ICP criteria

2. Lead Qualification

• • Respond to inbound marketing leads and assess fit using defined qualification frameworks (e.g., MEDDICC, BANT)

  • Understand prospect pain points across underwriting, claims, policy admin, and distribution

  • Document discovery insights clearly in CRM

3. Sales Collaboration

• • Partner with Account Executives to build account strategies

  • Support planning and account mapping

  • Ensure smooth handoff of qualified opportunities

4. Market Intelligence

• • Track competitive landscape and Insurtech trends

  • Provide feedback to marketing and product teams on messaging and positioning

  • Maintain awareness of regulatory and industry changes impacting prospects

5. Process & Performance

• • Maintain accurate CRM hygiene and activity tracking

  • Meet or exceed outreach, meeting, and pipeline target

  • Continuously optimize messaging and prospecting sequences

Required Skills & Expertise

• • Knowledge of, and experience in selling to, the life insurance market

  • Experience using CRM platforms (e.g., Salesforce, HubSpot)

  • Familiarity with sales engagement tools (e.g., Outreach, Salesloft)

  • Understanding of life insurance value chain (policy administration, underwriting, claims, distribution)

  • Knowledge of SaaS sales metrics and pipeline management

  • Ability to research accounts using tools such as LinkedIn and data providers

  • Experience with qualification frameworks (BANT, MEDDICC, SPICED)

  • Understanding of Insurtech categories (embedded insurance, automation, AI, digital distribution)

Behavioral & Core Skills

• • Strong communication and storytelling skills

  • High curiosity and learning agility (important in a complex insurance domain)

  • Resilience and persistence in outbound environments

  • Commercial mindset and customer-first thinking

  • Ability to handle rejection and maintain motivation

  • Strong organization and time management

  • Collaboration with sales, marketing, and product teams

Preferred Experience

• • 1–3 years experience in SaaS, Insurtech, fintech or insurance sales

  • Exposure to US life insurance market structures and terminology

  • Experience selling into carriers, brokers or MGAs

  • Familiarity with consultative/value-based selling

If you are interested in this role, please complete the form here. 

Job Title: Sales Engineer

Position in Organization
Reports to: Chief Revenue Officer
Team: Revenue & Growth

Location: Charlotte, North Carolina (hybrid working model, average 3 days per week in office requirement)

Travel requirements: Reasonable amount expected for this role, to be on site with engaged prospects and support scoping of new clients.

Purpose of the Role
The Sales Engineer role bridges product, sales and customer needs by translating complex Insurtech capabilities into clear business value for prospective clients.

The role supports the sales cycle through discovery, solution design, product demonstrations and technical validation — helping insurance carriers, brokers, MGAs, and partners understand how the platform improves underwriting, distribution, policy administration, claims, and customer experience.

Key Responsibilities

1. Discovery & Solution Alignment

• • Partner with Account Executives to lead discovery sessions with business and technical stakeholders

  • Understand client workflows, legacy systems, integration requirements, and regulatory considerations

  • Map customer challenges to product capabilities and define solution approach

2. Product Demonstrations

• • Deliver tailored product demonstrations aligned to insurance use cases

  • Configure demo environments and scenarios relevant to underwriting, claims, and distribution

  • Articulate value for both business and technical audiences

3. Technical Validation

• • Support RFP/RFI responses and technical questionnaires

  • Provide architecture guidance, integration approach, and data flow explanations

  • Lead proof-of-concepts (POCs) and pilot engagements

4. Sales Support & Deal Strategy

• • Shape solution strategy for complex deals

  • Identify risks, dependencies, and implementation considerations

  • Support value messaging and differentiation against competitors

5. Cross-Functional Collaboration

• • Act as feedback loop between sales, product, and engineering

  • Influence roadmap through customer insights

  • Contribute reusable demo assets, solution patterns, and documentation

Required Skills & Expertise

• • Strong understanding of SaaS architecture and cloud platforms (e.g., Amazon Web Services, Microsoft Azure, Google Cloud)

  • Familiarity with APIs, integrations, and data exchange patterns (REST, webhooks, middleware)

  • Experience/understanding of insurance core systems (policy administration, claims, billing, underwriting)

  • Ability to design solution architectures and explain technical concepts simply

  • Experience with CRM ecosystems (e.g., Salesforce) and Insurtech platforms

  • Experience supporting RFP/RFI processes

  • Ability to build demo narratives and technical storytelling

Behavioral & Core Skills

• • Strong consultative mindset and business acumen

  • Excellent presentation and facilitation skills

  • Ability to translate technical detail into business value

  • Problem-solving and structured thinking

  • Executive communication capability

  • Collaboration across sales, product, and engineering

Preferred Experience

• • Knowledge of, and experience operating in, the life insurance market

  • Min 3 years in pre-sales, solutions consulting, sales engineering, or implementation

  • Experience in Insurtech, insurance software, or enterprise SaaS

  • Exposure to US insurance carriers, brokers, or MGAs

  • Background in implementation, architecture, or business analysis

  • Experience with enterprise integration patterns and data models

If you are interested in this role, please complete the form here.