Back to jobs
tags.new

BDR Manager

Remote

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 talent@federato.ai

Create a Job Alert

Interested in building your career at Federato? Get future opportunities sent straight to your email.

Apply for this job

*

indicates a required field

Resume/CV

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

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 hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential 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.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.