Enterprise Business Development Representative (BDR)
Location: Remote (Canada Only)
About Us
ZestyAI is the leading property and climate risk platform for Property and Casualty insurers in North America. The company has revolutionized the world’s understanding of property and climate perils by combining artificial intelligence with historical losses and cutting-edge data sources. Leading insurers and real estate companies trust ZestyAI’s platform to identify risk and assess exposure, including the impact of catastrophic events like wildfires, hail, and wind storms. ZestyAI helps insurers make more informed underwriting decisions, rate fairly and accurately, enhance reinsurance outcomes, and improve customer experience through actionable risk insights that both property owners and regulators trust.
Role Overview
As an Enterprise BDR, you will play a pivotal role in accelerating our growth within the property insurance space. Reporting to the Director, Strategy & Business Development, you will be responsible for identifying, engaging, and qualifying prospective enterprise clients. This role requires strategic thinking, resilience, and a proactive approach to engaging decision-makers at top insurance carriers.
You will collaborate closely with sales, marketing, and risk analytics teams to execute targeted outbound campaigns, qualify leads, and drive early-stage engagement. In this respect, this is a hybrid between the oft-held BDR (outbound) and SDR (inbound) definitions, though it leans more towards the former. We provide structured processes, tools, and ongoing mentorship, but also give you the autonomy to chart your path toward impactful results.
This is an excellent opportunity for someone looking to build a career in enterprise sales. Deals in this market are complex, multi-stakeholder, and require a unique skillset to originate and manage effectively. By learning how to get conversations started in this market, an individual will be well-prepared to grow into a quota-carrying seller in any complex sales environment.
Key Responsibilities
- Prospecting and Outreach:
- Use tools like Outreach.io, Salesforce, ZoomInfo, and LinkedIn to identify and engage key decision-makers at property insurance carriers.
- Use thoughtful and strategic prospecting techniques to engage enterprise accounts. Every interaction should be customer-first, focused on understanding their challenges and demonstrating how we can add real value to their business. This market has a small number of accounts and word travels quickly - spam does more harm than good.
- Craft personalized messaging for outreach, balancing strategic account targeting with adaptable, hands-on tactics to generate interest and engagement.
- Lead Qualification:
- Qualify inbound and outbound leads based on our Ideal Customer Profile (ICP).
- Conduct discovery calls with a customer-first approach to understand prospects' needs, pain points, and goals. You will need to demonstrate business acumen and subject matter expertise to earn credibility.
- Collaboration:
- Work closely with peers on the business development, marketing, sales and risk analytics (sales engineering equivalent) teams to ensure outbound efforts are targeted and impactful.
- Collaborate with the marketing team to follow up on inbound, campaign, conference, and partner-generated leads.
- Pipeline Management:
- Maintain accurate and up-to-date records in Salesforce, ensuring clear documentation of activities, insights, and next steps for handoff to sellers.
- Meet or exceed monthly and quarterly KPIs, including meetings booked and pipeline contribution.
- Market Intelligence:
- Stay informed about industry trends, competitor offerings, and the evolving needs of property insurance carriers. Share insights with internal teams to refine product features, messaging, positioning.
- Continuous Improvement:
- Participate in regular coaching sessions and team training to enhance skills, industry knowledge, and selling ability.
- Stay ahead of best practices in enterprise sales development and help inform improvements to the BD team.
Key Performance Indicators (KPIs)
- Total Pipeline Dollars Generated: Contribution to pipeline growth through qualified opportunities created.
- New Leads Generated: Identifying and engaging with prospects at accounts where we are not already engaged.
- Qualified Meetings Booked: Successfully scheduling discovery or demo calls with decision-makers at target accounts.
- Outbound Engagement Metrics: Number of personalized emails, calls, and LinkedIn touches completed per week/month.
Note: While outbound engagement metrics are tracked as supporting indicators, the primary focus of this role is on pipeline dollars generated, new leads created, and qualified meetings booked. We provide robust systems and processes to support your success, but we also prioritize allowing significant room for autonomy in how you pursue and achieve your goals.
Qualifications
- 1-3 years of experience in a sales, business development, or customer-facing role. Enterprise BDR/outbound experience strongly preferred.
- Enterprise experience is strongly preferred, and insurance industry knowledge is nice to have.
- Familiarity with sales tools like Salesforce, Outreach.io, and ZoomInfo.
- Excellent written and verbal communication skills, with a knack for crafting persuasive outreach messages.
- Strong organizational skills and attention to detail, with the ability to manage multiple tasks simultaneously.
- A proactive mindset and eagerness to learn about the property insurance industry and analytics-driven solutions.
- Experience with Insurtech or SaaS products is a plus but not required.
What We Offer
- Competitive base salary with performance-based incentives.
- Comprehensive benefits package, including health insurance and a retirement plan.
- A dynamic and collaborative work environment with opportunities for growth.
- Access to ongoing professional development and mentorship.
- The chance to contribute to meaningful innovation in the property insurance industry.
