Business Development Representative

Federato; United States; Remote; USD 64,000 - 79,000; Full time

Job summary

Federato is seeking a Business Development Representative to open doors at Named Accounts across the insurance ecosystem. You will partner with Sales Directors to build a robust pipeline, map accounts, and coordinate multi-channel outreach.

Join a remote-first team, develop expertise in AI-native insurance workflows, and engage with executives such as VPs of Underwriting to drive growth and learning. A strong path for career development and impact awaits.

Qualifications

• 1–2 years of B2B SaaS sales experience with quota and CRM experience.
• Experience in insurance as Underwriter, Broker, or Claims Adjuster transitioning to tech is a plus.
• Ability to build lists, find contacts, map organizations, and spot buying signals.

Responsibilities

• Drive pipeline for Named Accounts by initiating outreach via phone, email, and social.
• Tailor approach to Carrier and MGA buying dynamics and coordinate with ABM partners.
• Collaborate with Sales Directors for account reviews, territory planning, and outreach alignment.
• Gain insurance underwriting knowledge to converse credibly with VPs of Underwriting and support onboarding.

Skills

Sales Experience

Prospecting

Writing

Phone Skills

Initiative

Resilience

CRM

Tools

CRM

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]

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in Federato’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

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