Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today - the climate crisis, cyber-attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.
Federato is the only AI-native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built-in, not bolted on: insurers' unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high-appetite business, delivering real-time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.
We are looking for a Builder to serve as a foundational leader for our sales development function.
This is a unique moment in our growth. With our current BDRs preparing to graduate into new roles, you will have the opportunity to rebuild and professionalize the department from the ground up. We aren't looking to build a massive call center; we are building an elite, high-performance unit of 4 focused on quality, creative strategy, and advanced tech leverage.
You will play a dual role: leading the team through this transition and hiring phase (Coach) while maintaining a personal territory to set the standard for what "good" looks like (Player).
Role Responsibilities:
Program Building & Team Scaling (The "Builder" Role)
- Recruit & Rebuild: Lead a team of 4 high-performing BDRs in 2026. You will manage the transition of graduating reps and the onboarding of new hires.
- Playbook Professionalization: Take our existing ad-hoc processes and codify them into a scalable "BDR Playbook." Define the standard for how we use Gong Engage sequences, how we enrich in Clay, and how we qualify in Salesforce.
- Tech Stack Optimization: We have a powerful stack (Clay, Vector, Gong, LeadIQ). Your job is to ensure the team actually uses it to its full potential, moving away from "spray and pray" to precision outbound.
Pod Strategy & ABM Execution
- ABM Manager Partnership: Work in lockstep with the ABM Manager aligned to your pod. You will ensure that the "Air Cover" (ads/nurture) the ABM Manager provides is met with the right "Ground Cover" (outbound sequences) from your BDRs.
- Execute the Playbook "Menu": Ensure your team is running the specific plays defined in our quarterly strategy—whether that's a high-touch "Tier 1 1:1" play for enterprise or a volume-based "Persona Play" for commercial accounts.
- Quarterly Pod Planning: actively participate in the "QBR-style" planning cycle. You will help your BDRs set specific quarterly goals (e.g., "Engage 10 new Tier 1 accounts") that align with the Sales VP and ABM Manager's strategy.
Coaching & Management
- Performance Leadership: Lead, mentor, and motivate your pod to consistently exceed targets. Because the team is small (3 reps + you), we expect high per-rep productivity and close management.
- Data Analysis & Continuous Improvement: Monitor KPIs beyond just "activity." Analyze lead quality, conversion rates, and sequence performance to constantly refine our strategy. Create a culture where we use data to get better, not just to report numbers.
- Skill Development: Conduct daily/weekly stand-ups, Gong call reviews, and sequence audits. You are the primary trainer for the team.
Career Development:
- Sales Feedback Loop: Serve as the key liaison between your BDRs and the Account Executives. Ensure the "Pod" structure holds strong—facilitating feedback loops on lead quality and territory strategy.
Individual Contribution:
- Lead by Example: Manage a select territory or segment, carrying a quota. You will demonstrate how to break into top-tier accounts using our specific methodology.
- Creative Outbound: We don't do "cookie-cutter" outreach. You will set the bar for creativity, using Clay signals and Gong Engage to craft hyper-personalized messages that stand out in a crowded inbox. Show the team how to write copy that actually converts.
Role Requirements:
- Experience: 3-5+ years of B2B sales experience (BDR/SDR), with 1-2 years in a leadership or "Team Lead" capacity.
- The "Builder" Mindset: You have experience (or a strong desire) to build processes, not just follow them. You can look at a blank slate and create an onboarding plan or a prospecting playbook.
- Tech Savvy: You don't just use sales tools; you master them. Deep familiarity with Salesforce and Sales Engagement Platforms (Gong/Outreach/Salesloft) is required.
- Recruiting Experience: You have participated in interviewing and hiring BDRs in the past.
- Outbound & Inbound Fluency: You are comfortable teaching reps how to qualify inbound MQLs and how to hunt cold outbound targets.
Nice-to-Haves:
- Insurtech Experience: Familiarity with the industry language and buyer personas.
- Next-Gen Tool Experience: Familiarity with Clay (for data enrichment) or Vector (for enablement) is a massive plus.
- Process Documentation: Examples of playbooks or training assets you have created in previous roles.
Here at Federato, your capabilities are important, but culture fit is quintessential. 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 [email protected]
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