Business Development Representative

Overview

Job Title: Business Development Representative (BDR)

Location: Hybrid (NYC & SF) or Remote

Report To: Head of Revenue

Compensation: $60,000 – $75,000 Base | $90,000 – $110,000 OTE

Pathwork is redesigning life & health insurance jobs for the AI age. We believe the 2.5M professionals in the $1T life and health insurance industry don t need better tools; they need a new operating system. Pathwork s solution streamlines the pre-application process, allowing brokers to operate with greater speed, accuracy, and precision.

We ve already proven it:

• 80+ top brokerages and national carriers use Pathwork
• Active pilots with multiple top-10 insurance companies
• 150%+ QoQ growth, every quarter since launch

We re hiring a BDR to own the front end of our sales cycle. You will report to the Head of Revenue and work closely with the Sales, Marketing, and Customer Success teams to create a category-defining sales motion.

This role is ideal for a hungry individual who loves building pipeline, hunting for new business, and laying the foundation for a world-class sales team. You’ll have the chance to shape how we sell and how we expand across the industry.

The goal for this role is to move into an AE role within 9 to 12 months!

New Business Development

• 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.

Growth & Metrics

• 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.

Market Engagement

• 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.

• Sales
  
  Experience:
  
  Have 1+ years of experience in sales (SaaS or insurance preferred), with a track record of hitting targets.

• Industry Bonus: Previous experience working in the insurance space is a major plus, especially within the life insurance market.

• Builder Mentality: Thrive in chaos, energized by building process while scaling growth and not intimidated by ambiguity.

• Grit: Like getting your hands dirty, from cold outreach to managing high-velocity prospecting.

• Communication: Strong verbal and written communication skills, with the ability to tailor messaging to regulated audiences.

• Vision: Want to be part of something bigger, shaping not just a sales motion but a category, a company, and the future of insurance distribution.

• Competitive Pay: Base Salary of $60k–$75k with an OTE of $90k–$110k, plus meaningful equity.

• Retirement: High 401K match and FSA program.

• Health: Modern, employer-paid health benefits designed to support you on your terms.

• Time Off: Unlimited PTO policy to take time as you need

• Culture: High-trust & long-term oriented team that values authenticity and learning.

Flexibility: Hybrid culture with NYC & SF offices, or remote for the right candidate.