Enterprise Business Development Representative

at  Send

ENTERPRISE BUSINESS DEVELOPMENT REPRESENTATIVE

You’ll report to: Mike Graham, Head of Commercial
Team: Sales
Location: While Send is a remote-first company, this role will require a significant portion of face-to-face time in London with our clients and prospects in the London Insurance Market. We’ve listed this role as Hybrid to be transparent about this and the successful candidate can expect to be in our London office (Monument) between 2-3 days per week on average
Salary Range: £67,500 - £82,500 Total Compensation (£45,000 - £55,000 base salary, plus 50% OTE commission and uncapped revenue share on originated closed deals)
Role Type: Full-Time, Permanent
Start date: As soon as possible
Visa / Sponsorship Available: Not Available

THE 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 UK 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 educate and sell the Send Underwriting Workbench platform, showcasing its value to commercial insurance carriers and MGAs.
You’ll be stepping into an exciting opportunity that involves finding, nurturing and educating through our sales and marketing efforts in the London Market. 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.

WHAT YOU’LL BE DOING AS AN ENTERPRISE BDR:

• 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, Lavender 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.
• UK & London Market Strategy: Contribute to the UK and London market sales territory, contributing 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.

The Skills and Experience Needed for the Enterprise BDR Role

• 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 London 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.