Enterprise Business Development Representative

Enterprise Business Development Representative

You'll report to: Lloyd Peters, Head of Revenue - UK

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

About Send

Send is a rapidly growing InsurTech company founded in 2017 by our three Co-Founders, Andy, Matt, and Ben all with extensive experience within the Insurance sector. Their driving force behind founding Send was their collective vision to reshape and enhance the processes of commercial insurers by seamlessly integrating advanced technology and deep expertise.

In 2022 we were recognised by Insurance Times as the Technology Innovation of the Year for Underwriting at the Tech & Innovation Awards. In 2023, we were named a Leader in the IDC MarketScape: Worldwide P&C Intelligent Workbench Applications. And in 2024 we’ve followed this up by being shortlisted for the ‘Global P&C Technology Partner of the Year’ award at the Axco Global Insurance Awards, and being named as a Top Insurance Employer in the UK by Insurance Business.

Excited by the opportunity to transform the insurance landscape? Then check out the role below!

#loveunderwriting

Our Funding

From 2017 to 2022, we bootstrapped our growth journey, transforming into a profitable and stable company. In November 2022, after a year of remarkable expansion in our revenue and team, we successfully obtained £9M in Series A funding to accelerate our expansion in the UK and US and our product development.

The Send Team

Over the past 18 months, Send has experienced remarkable team growth, expanding by over 50% to a team of 80+. At the beginning of 2023, our team was based in the UK and Poland. We’ve taken significant strides towards establishing a global presence and now have team members across the US and India, all working collaboratively to be the market-leading underwriting software platform for agile insurers.

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 technology environment, boasting a proven history of consistently meeting and surpassing sales targets. 
• A strong knowledge and working experience of the London Insurance Market. You’ve got an understanding and empathy for the challenges underwriters face.
• 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.

What’s on Offer - Life at Send

• Health Insurance through AXA, covering medical, dental, optical, mental health and therapies, plus access to Spill that provides free confidential mental health support and therapy.
• Life Insurance with coverage of four times basic salary, and Income Protection for up to 36 months at 75% of salary, including rehabilitation support.
• Salary sacrifice pension scheme through Royal London. Send contributes 8% and employee minimum of 4%.
• Time Off - 25 days annual leave for all colleagues, no matter where you are located in the world, plus public holidays. We also offer volunteering time and a wellness day.
• Annual learning and development budget to use through Learnerbly, giving you access to hundreds of books, courses, conferences, subscriptions and learning resources to support your development.

Check out Send's public Handbook for more information on our product, recruitment process, team, benefits and much more.

Enterprise BDR – Recruitment Process

Our recruitment process for our Enterprise BDR role will consist of 2 formal interviews, plus informal interviews with colleagues from our sales team:

Intro call with our in-house recruiter, Liam (30 minutes) - This will cover your background, motivations and communication, along with a chance to get to know Send and the role better.

Stage 1 - Interview with Mike Graham, Head of Commercial (45 minutes)

Stage 2 - Interview with Lloyd Peters, Head of Revenue and Sarah Sutton, CMO – UK (45 minutes)

Informal Interviews – BDR(s)

At Send, our focus lies in enhancing our culture rather than building a team that fits a cultural alignment. We recognise from our experience that a diverse, equitable, and inclusive team enhances our innovation, creativity, decision-making, overall performance, team success, and much more.

When considering applying for a role that has captured your interest, we encourage you to submit an application even if you don't meet every requirement. Studies show that women, Indigenous people, and individuals of color are less likely to apply for jobs unless they meet every qualification and requirement detailed within the job advert. At Send, we aim to break away from this trend.

When it comes to growing the team, we welcome everyone to apply, irrespective of your background, ethnicity, or culture. We are committed to thoroughly reviewing all applications and refraining from discrimination based on race, ethnicity, color, religion and belief, national origin, sexual orientation, age, marital status or civil partnership, family status, pregnancy and maternity, disability (both visible and invisible), gender identity or expression, or any other legally protected status.

We understand that fostering inclusive hiring practices is a continuous journey that requires dedication and ongoing improvement. We welcome any feedback you may have regarding our hiring or interview processes.

If you have any specific needs or additional requirements, please feel free to share them with us in the designated space on your application. Our aim is to ensure a smooth and comfortable application and interview process as possible.

Need help with your application or have additional questions regarding the role? Email - liam.longstaff-pagoni@send.technology