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TrustLayer is a rapidly growing SaaS company revolutionizing risk management by automating the certificate of insurance (COI) process. The company helps businesses ensure compliance, mitigate risk, and enhance operational efficiency.
You will own full-funnel pipeline development and build the outbound engine from the ground up. While TrustLayer has built a successful go-to-market motion through partnerships and inbound leads, they are now ready to complement that with a strategic, repeatable outbound program.
This role is different from typical BDR positions. Your mission is holistic pipeline growth—breaking into net-new accounts through cold outreach, re-engaging prospects who've gone dark, nurturing early-stage leads not yet ready for sales, and multi-threading into accounts where deals have stalled.
Key responsibilities include:
**Build Outbound Motion (Net New):** Design and execute multi-channel outbound campaigns targeting insurance carriers, MGAs, brokers, TPAs, and technology buyers. Identify whitespace accounts where the company lacks partner intros or inbound interest. Test messaging, value props, and entry points to crack the insurance buyer persona. Create sequences, templates, and cadences that become scalable outbound playbooks.
**Own Full-Funnel Pipeline Health:** Re-engage dormant leads by developing campaigns to bring 6-12 month old prospects back into active conversation. Nurture early-stage prospects who aren't yet sales-ready. Multi-thread into stalled deals to unblock progress.
**Measure and Optimize:** Track pipeline metrics, experiment with new channels and approaches, and iterate based on data. Your success will be determined entirely by your drive, creativity, and ability to experiment.
You'll work alongside a proven mid-market sales team and partner organization, bringing a full-funnel perspective to pipeline generation. This role requires self-direction, comfort with ambiguity, and the ability to solve complex pipeline problems without a pre-built playbook. If you thrive on ownership and understand that revenue growth requires relentless execution, this is your opportunity.
