Business Development Representative

Federato; San Francisco (CA); Remote; USD 72,000 - 107,000; Full time

Benefits offered by this job

Stock options

Benefits

Remote-first team

Job summary

Federato is an AI-native platform transforming insurance policy workflows. As a Business Development Representative, you will partner with Sales Directors to open doors at Named Accounts across the insurance ecosystem, from large Carriers to MGAs.

You will generate the pipeline that fuels our growth and learn how AI-native platforms differ from legacy systems. We’re a remote-first team that values initiative, sound writing, and tenacity.

Qualifications

• 1-2 years of B2B SaaS sales experience with a quota and CRM use.
• Ability to build targeted prospect lists and map organizations.
• Emails should be concise, personal, and clear about next steps.
• Phone outreach confidence, including conversations with VP-level underwriters or gatekeepers.
• Self-motivated, remote-first with time-management and accountability.
• Resilience to stay positive and persistent after setbacks.

Responsibilities

• Drive pipeline for Named Accounts by outreach via phone, email, and social.
• Tailor approach for Carriers and MGAs with different buying dynamics.
• Partner with Sales Directors for regular reviews, feedback, and territory planning.

Skills

Sales foundation

Prospecting

Strong writing

Phone confidence

Initiative

Resilience

Tools

CRM (Salesforce)

Email outreach tools

LinkedIn

Job description

There's nothing more exciting than transforming an industry that's been stagnant for decades.

Federato is an AI-native platform that’s bringing agentic AI to the full policy lifecycle. We’re aggressively transforming how insurance work gets done, and the world is paying attention: we've raised $180 million, including a $100 million Series D from Goldman Sachs. We have powerful product-market fit, and we're growing fast globally.

You’ll get to work on complex problems with one of the most advanced AI teams you’ll find anywhere. If you're the person we need, you know that AI bolted onto legacy systems is too weak to matter. That's why we built our platform to be AI-native from day one. That's why you can do here what you can never do at a legacy software company. move fast and prove it, not theorize it. We think from first principles. You’ll work on problems that matter, building software that fundamentally changes how insurance operates.

Role Overview

As a Business Development Representative, you will partner with our Sales Directors (SDs) to open doors at a defined list of Named Accounts across the insurance ecosystem, from large Carriers to specialized MGAs. We're looking for a motivated self-starter who takes initiative and helps generate the pipeline that fuels our growth.

What You'll Be Doing

• Drive Pipeline for Your Named Accounts: Own the top of the funnel for your SDs' accounts. You'll connect with prospects by phone, email, and social, leading with thoughtful, signal-driven outreach rather than sheer volume.
• Navigate a Varied Landscape: Tailor your approach to the different needs and buying dynamics of large Carriers and fast-moving MGAs.
• Partner with Your SDs: Meet regularly with your SDs for account reviews, deal feedback, and territory planning. Together with our ABM partners, you'll map your accounts, identify key decision makers, and coordinate outreach across buying centers.
• Become a Student of the Business: Build real expertise in insurance underwriting, including how an AI-native platform differs from legacy policy administration workflows, so you can have confident, credible conversations with a VP of Underwriting. You'll have structured onboarding and ongoing coaching to support you.

Who We Hope You Are

• Sales Foundation: 1-2 years of B2B SaaS sales experience, including carrying a quota, working in a CRM, and making cold calls. OR experience in insurance as an Underwriter, Broker, or Claims Adjuster who is excited to move into tech. You know firsthand how legacy systems can slow good people down.
• Prospecting Skills: You know how to build lists, find the right contacts, map organizations, and spot meaningful buying signals.
• Strong Writing: Your emails sound like they come from a thoughtful peer: concise, personal, and clear about the next step.
• Phone Confidence: You're comfortable picking up the phone, whether you're speaking with a VP of Underwriting, working with a gatekeeper, or responding to "We're happy with what we have."
• Initiative: We're a remote-first team that trusts you to manage your time. You set your own agenda and hold yourself accountable to your goals.
• Resilience: You stay positive and persistent. When a call doesn't go your way, you learn from it and dial the next one.

Base Salary $71,500; OTE $106,500

Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package also includes bonus, stock options, benefits and additional perks.

Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!

We are an equal-opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at [e-mail]