Enterprise Business Development Representative

You’ll Report to: Brad Tabor, Head of Revenue US 

Team: Revenue

Location: Remote US-based - East Coast/Midwest

Salary Range: $90,000 - $95,000 Total Compensation ($55,000 - $60,000 base salary, plus up to $35,000 uncapped commission)

Job Type: Full-Time, Permanent

Visa / Sponsorship Available: Not Available

 

The Enterprise Business Development Representative Role

As we continue our mission to be the market-leading underwriting software platform for flexible and forward-thinking insurers, we are excited to kick off the search for a Business Development Representative to join our revenue team.  

As an Enterprise Business Development Representative (BDR), you'll play a pivotal role in shaping the future of our company. Your primary responsibility will be to prospect and educate the target audience on the value of Send's Underwriting Workbench platform and then support the commercial team to close opportunities, showcasing its value to commercial insurance carriers and MGAs.

You’ll be stepping into an exciting opportunity that involves finding, nurturing and educating prospective customers through a combination of  sales and marketing efforts and targeted research and outreach. You will be fully supported with mentorship, resources and guidance.

Through strategic daily actions, you will co-ordinate the measurable growth of our new product user base. Week after week, month after month, you will strive to achieve and surpass customer acquisition targets which will be the bedrock of our growth and success.

 

About Send

In 2017, the three founders of Send (Andy Moss, Ben Huckel, and Matt McGrillis) had a vision to reshape and enhance the underwriting processes of commercial insurers by fusing advanced technology and deep expertise.

In 2019, Send delivered a commercial and specialty Underwriting Workbench for a leading global insurer (a major FTSE 100 carrier, one of the UK’s top five composite insurers) – streamlining operations, driving efficiencies, and providing forward visibility.

Over the next five years, we implemented multiple Underwriting Workbench solutions in both the UK and US markets.

In 2022, Send won three awards for the Underwriting Workbench and announced a $10m Series A funding raise to expand in the UK and US.

In 2023, Send launched ‘Smart Submission,’ a stand-alone component of the Underwriting Workbench, to help insurers tackle submission chaos.

In 2023, Send was named as a “Leader” in the IDC MarketScape: Worldwide P&C Intelligent Underwriting Workbench Applications 2023 Vendor Assessment. Send’s ‘financial stability and growth’ was noted as a key strength.

In 2024, Send was named a “Top Provider” in the Datos P&C Workbench report, and a “Leader” in the Celent Underwriting Workbench reports in both North America and Global Markets. We also won IBUK’s 2024 Top Insurance Employers award.

We have a growing pipeline of opportunities in multiple geographies and report year-on-year growth. Our vision is to be the market-leading underwriting software platform for agile carriers.

 

Our Funding

From 2017 to 2022, we bootstrapped our growth journey, transforming into a profitable and stable company. In November 2022, after a year of customer and team growth, we successfully secured $10m in Series A funding to accelerate our expansion in the UK and US and further develop our product. We enjoy the support and expertise of our investors, Mercia and Breega.

We are currently preparing for our Series B funding round and looking forward to the growth acceleration this will facilitate.

 

What You’ll Be Doing as a Enterprise Business Development Representative at Send

• Product Knowledge & Positioning: Master the intricacies of Send's product advantages and benefits, adeptly addressing pain points of underwriters. Your role will involve positioning us favourably in the competitive landscape and skilfully navigating objections to ensure successful engagement.
• Prospect Research: Exhibit diligence in online research, displaying a curious and investigative nature as you identify and research target organizations and key decision makers. You'll then craft personalized outreach in their preferred formats, showcasing a high level of attention to detail.
• Pipeline Development: Take a proactive approach by establishing and nurturing a robust pipeline of potential prospects and new sales opportunities. This entails employing diverse outreach strategies such as calls, impactful emails, social media engagement, and the strategic use of incentives.The sales cycle is substantial, and the target audience is well-informed. Your approach will be strategic, focusing on tailored engagement rather than a broad approach, fostering connections with various buyer personas. You’ll have access to tools such as LinkedIn Sales Navigator and ZoomInfo to enhance your outreach efforts.
• Pipeline Management: Handle incoming sales inquiries adeptly, qualifying potential prospects against our ideal customer profile and facilitating the scheduling of qualified meetings for your revenue colleagues.
• Send Sales Strategy: Contribute to our regional strategy that leverages our network of contacts, referrals and affiliations as well as our participation in relevant industry events.
• CRM Reporting: Maintain and update our CRM, HubSpot, ensuring accurate and current information is readily available.
• Collaboration: Collaborate with the broader sales and marketing team to ensure continuous alignment of strategy and messaging for target accounts.

 

Skills & Experience Needed to Be a Successful Enterprise Business Development Representative at Send:

• 2+ years of enterprise sales/business development experience within a B2B SaaS technology environment, boasting a proven history of consistently meeting and surpassing sales targets.
• Have knowledge and working experience of the Commercial Insurance Market.
• You are proactive and self-motivated individual who can take initiative and work independently.
• A competitive spirit and an innate drive for success; you're a self-starter determined to excel.
• Exceptional listening skills that enable you to truly understand customer needs and concerns.
• Familiarity with CRM systems, ideally HubSpot, and proficiency in using lead generation and marketing automation tools.
• A natural talent for engaging storytelling and communication. You possess the ability to write and speak persuasively, whether in person, virtually, digitally, or via social media, all while maintaining clarity and focus.
• An unquenchable thirst for learning opportunities, a proactive pursuit of feedback, and a commitment to maintaining a growth mindset.

 

What’s on Offer - Life at Send

• Medical, dental, and optical coverage as well as basic life insurance, short- and long-term disability, and access to additional voluntary cover.
• 401k contributions: 100% match for the first 3% and a 50% match for the next 2%.
• Time Off: 25 days’ vacation leave for all colleagues, regardless of your location worldwide, in addition to public holidays. We also offer volunteering time and a wellness day.
• Access to Spill, providing free and confidential therapy and mental health support.
• Annual learning and development budget to use through Learnerbly, giving you access to hundreds of books, courses, conferences, subscriptions, and learning resources to support your development.
• Enhanced Parental Leave package, including 12 weeks of fully paid leave for all new parents and additional support for birth-giving parents.

Check out Send's public Handbook for more information on our product, recruitment process, team, benefits, and much more.

 

Enterprise Business Development Representative Recruitment Process

Our recruitment process for the Enterprise BDR role consists of two formal interviews, an informal chat with a BDR, and a call with one of Send's Founders.

Intro call with our in-house recruiter, Liam (30 minutes) - This will cover your background, motivations and communication, along with a chance to get to know Send and the role better.
Stage 1 - Interview with Mike Graham, Head of Commercial (45 minutes)

Stage 2 - Interview with Brad Tabor, Head of Revenue US (45 minutes)

Informal - Gabe Sanford, Enterprise Business Development Representative (30 minutes)

30-minute call with a Send Founder

 

We Care Deeply About Inclusivity & We Bake It Into Our Approach

At Send, our focus lies in enhancing our culture rather than building a team that fits a cultural alignment. We recognize from our experience that a diverse, equitable, and inclusive team enhances our innovation, creativity, decision-making, overall performance, team success, and much more.

When considering applying for a role that has captured your interest, we encourage you to submit an application even if you don't meet every requirement. Studies show that women, Indigenous people, and individuals of color are less likely to apply for jobs unless they meet every qualification and requirement detailed within the job advert. At Send, we aim to break away from this trend.

When it comes to growing the team, we welcome everyone to apply, regardless of background, ethnicity, or culture. We are committed to thoroughly reviewing all applications and refraining from discrimination based on race, ethnicity, color, religion and belief, national origin, sexual orientation, age, marital status or civil partnership, family status, pregnancy and maternity, disability (both visible and invisible), gender identity or expression, or any other legally protected status.

We understand that fostering inclusive hiring practices is a continuous journey that requires dedication and ongoing improvement. We welcome any feedback you may have regarding our hiring or interview processes.

If you have any specific needs or additional requirements, please feel free to share them with us in the designated space on your application. Our aim is to make the application and interview process as smooth and comfortable as possible.

Need help with your application or have additional questions regarding the role? Email - liam.longstaff-pagoni@send.technology