Senior Business Development Representative

Scale Army

Role Overview

The Senior Business Development Representative (BDR) will build and lead the company s cold calling function from the ground up. This role involves designing outreach scripts, sourcing and qualifying leads, establishing prospecting workflows, and tracking performance metrics to generate a consistent pipeline of qualified prospects. The Senior BDR will focus on outbound prospecting and appointment setting, handing qualified opportunities to leadership for closing. Over time, this role may expand to include onboarding and mentoring junior BDRs as the outbound function grows.

Key Responsibilities Cold Calling Function Build-Out

• Design and implement a cold calling function from scratch, including scripts, objection handling frameworks, and call structures tailored to the insurance industry

• Define and document workflows, SOPs, and handoff processes between prospecting and the closing call with agency leadership

• Identify, evaluate, and work with lead generation vendors or build lead lists independently

• Establish performance benchmarks and KPIs for the function, including activity and conversion metrics

Outbound Prospecting & Lead Generation

• Conduct high-volume cold calling as the primary outreach channel, targeting both personal and commercial prospects

• Build and manage lead lists using vendor-supplied data, LinkedIn, and research tools

• Qualify prospects based on insurance needs, current coverage, and likelihood to engage

• Gather preliminary underwriting information and copies of current policies when prospects are willing to share prior to the closing meeting

Tech Stack Ownership

• Recommend and assist with implementing the outbound technology stack, including dialers, call tracking systems, CRM workflows, and data tools

Appointment Setting & Pipeline Management

• Book qualified meetings directly on the leadership calendar, ensuring timing works for the prospect

• Implement processes that support strong meeting show-up rates

• Nurture warm leads through consistent follow-up, including calls, emails, and reminders

• Maintain clean and accurate records in the agency CRM and Excel-based tracking sheets during the ramp-up phase

Metrics, Optimization & Team Growth

• Define, track, and report on daily and weekly outreach metrics and pipeline performance

• Continuously refine scripts, messaging, and targeting based on performance data and leadership feedback

• Support the recruitment, onboarding, and coaching of junior BDRs once the outbound function becomes stable and scalable

Targeting & ICP Definition

• Help define and refine Ideal Customer Profiles (ICPs) for both personal and commercial insurance prospects

• Identify high-probability customer segments and buyer personas within the target market

Qualifications Experience

• 3 5 years of outbound sales or business development experience with a strong focus on cold calling

• Demonstrated experience building or structuring a business development or cold calling function

• Proven ability to write and iterate on cold call scripts and objection handling frameworks

• Strong pipeline management experience with tracking and reporting on outbound activity metrics

• Familiarity with VOIP systems, CRM platforms, and Excel or Google Sheets

• Experience working with lead generation vendors or tools such as Apollo, ZoomInfo, or similar platforms

• Experience in insurance, financial services, or other regulated industries is a plus

• Experience mentoring or managing junior BDRs or building team playbooks is a plus

• LinkedIn outreach experience as a complementary channel alongside cold calling is a plus

Skills

• Fluent in English with excellent verbal communication skills and a confident, professional phone presence

• Ability to work independently in a fully remote environment with strong self-management and accountability

• Resourceful approach to prospecting and lead generation

• Strong organizational skills and ability to manage multiple outreach activities simultaneously

• Analytical mindset with the ability to evaluate performance metrics and optimize outreach strategies

What Success Looks Like

• Within 30 days: Cold calling framework is live, scripts are written, and the first qualified appointments are scheduled with leadership

• Within 60 days: Consistent outreach volume is established, tracking systems are in place, and a measurable pipeline begins to form

• Within 90 days: The outbound function operates with predictable appointment flow, and performance metrics are actively reviewed and optimized