Hybrid Business Development Representative

at Pathwork

• Job title: Business Development Representative
• Job type: Full Time
• Experience level: Junior
• Salary: $60,000 - $75,000 per year
• Degree requirement: No Education Requirement
• Location requirements: Hybrid, United States

About the role

• Business Development Representative managing sales pipeline focusing on insurance brokers. Collaborating with Sales, Marketing, and Customer Success teams to shape sales strategies.

Responsibilities

• Generate Pipeline: Build and manage the early stages of the sales cycle, from prospecting to handoff.
• Strategic Outreach: Develop and refine outreach strategies specifically targeting SMB and mid-market insurance brokers in the Life & Health space.
• Qualify Leads: Manage inbound interest and convert leads into high-quality opportunities for the sales team.
• Hunt & Close: Create pipeline through outbound prospecting, networking, and events.
• Target Achievement: Consistently hit or exceed quarterly targets for meetings booked and qualified opportunities.
• Data Discipline: Track performance metrics and report on sales activity.
• Messaging: Collaborate with Marketing to refine messaging, campaigns, and collateral.
• Feedback Loop: Provide feedback to Product to help shape the roadmap based on your conversations with brokers.
• Career Path: Option to grow into leadership or a closing role, with the opportunity to mentor future hires and help scale the team.

Requirements

• 1+ years of experience in sales (SaaS or insurance preferred), with a track record of hitting targets.
• Previous experience working in the insurance space is a major plus, especially within the life insurance market.
• Thrive in chaos, energized by building process while scaling growth and not intimidated by ambiguity.
• Like getting your hands dirty, from cold outreach to managing high-velocity prospecting.
• Strong verbal and written communication skills, with the ability to tailor messaging to regulated audiences.
• Want to be part of something bigger, shaping not just a sales motion but a category, a company, and the future of insurance distribution.

Benefits

• Competitive Pay: Base Salary of $60k–$75k with an OTE of $90k–$110k, plus meaningful equity.
• High 401K match and FSA program.
• Modern, employer-paid health benefits designed to support you on your terms.
• Unlimited PTO policy to take time as you need.
• High-trust & long-term oriented team that values authenticity and learning.
• Hybrid culture with NYC & SF offices, or remote for the right candidate.