Business Development Representative

You'll be the first voice an insurance agency hears from Fintary. Your job is to get a busy agency principal or operations leader to stop, recognize their own pain in your first two sentences, and agree to a 30-minute call with one of our account executives. You do that mostly by phone, at volume, every day.

This is a hunting role for someone who likes the dial, handles a “no” without flinching, and wants to learn the insurance business on the way to becoming an AE.

About Fintary

Insurance agencies, IMOs, and brokerages run on commissions, and most of them still process those commissions by hand. A team downloads statements, opens a stack of spreadsheets, and spends 15 to 40 hours a week matching revenue, calculating producer splits and overrides, and chasing down what doesn't reconcile. Money slips through. Overrides get missed. Producers get paid late and paid wrong. Nobody can see profit by carrier, product, or producer until long after it matters.

Fintary automates that whole process. We connect to management systems, reconcile revenue automatically, calculate compensation, and show profitability in real time. Agencies recover money they were losing and pay their producers weekly instead of monthly.

We have meaningful recurring revenue and are growing quickly, backed by a $10M+ Series A led by top tier VC investors. This is an early sales team. You'll have real influence on how we sell and a clear runway to grow with the company.

What you'll do

Spend most of your day on the phone with agency principals, owners, controllers, and operations leaders, opening conversations about how they run their business today.

Run a phone-first outreach motion backed by email and LinkedIn. The phone is the tip of the spear because this buyer answers it. The other channels keep you in front of the ones who don't pick up the first time.

Open every call by naming the prospect's actual pain in their language, the spreadsheet grind, the missed overrides, the late and disputed payouts, not by pitching software.

Qualify with BANT, adapted to a cold call. You're listening for need (is the commission process actually painful, and how painful), authority (does this person own the problem or sit right next to whoever does), and timeline (is there a reason to look now). Budget you handle with a light touch. Confirm there's a real operation worth an AE's time and leave the money conversation to the AE. Book the ones that clear the bar. Disqualify the rest fast.

Set qualified meetings with notes the team can actually use.

Keep your pipeline and your activity honest in the CRM. If it isn't logged, it didn't happen.

Bring the field back to us. You'll hear the real objections, the real competitors, and the language that lands before anyone else does. Tell us what's working and what isn't.

What success looks like

The number that matters is 10 qualified opportunities a month, meaning meetings the AE accepts and advances. That's how you're measured and how you're paid.

Daily activity is the engine underneath that: consistent dial volume, fast follow-up, and clean handoffs. We'll set specific activity targets with you in onboarding and adjust them as we learn what this market actually requires.

In your first 90 days you'll learn the product and the insurance problems well enough to hold your own with an agency owner, build a working call flow with proof points that resonate, and start putting qualified opportunities on the board.

Who you are

You've sold B2B software before and you're good on the phone. One to three years as a BDR or SDR at a SaaS or other B2B software company is the core fit, with real cold-calling reps behind you, not just inbound follow-up. You know how a software deal runs: the demo, the AE handoff, a CRM and a sequencer you actually keep current.

You can take rejection all day and dial again. This role lives or dies on persistence, and we're honest about that up front.

You learn a complicated subject fast and enjoy it. Insurance commissions are detailed and unglamorous. The reps who win here get genuinely curious about how an agency makes and loses money.

You're coachable and you keep your own scoreboard. You want feedback, you act on it, and you track your numbers without being asked.

You build rapport fast and talk like a person, no filler. Insurance runs on relationships, and an agency owner decides in the first minute whether you understand their business. You use that to earn the meeting, then hand the relationship to the AE.

You know your way around the stack: HubSpot for CRM, Apollo for prospecting and sequencing, LinkedIn Sales Navigator for research and account mapping. Used comparable tools instead? You'll pick ours up fast.

What earns you a second look

Experience in or around insurance: agency operations, a carrier or brokerage, commissions or accounting, or selling into agencies. You'll ramp faster and open better calls.

Experience selling vertical or financial software to operators who don't think of themselves as tech buyers.

A track record of beating quota somewhere it was hard to.

If you don't have insurance background but you've shown you can learn a hard vertical fast, say so and show us how.

Compensation and path

Base salary $65,000. On-target earnings around $105,000 to $115,000, split roughly 70/30 base to variable. Variable is paid on meetings held and opportunities accepted, with accelerators once you pass target. Top performers earn well past OTE; there's no cap.

The point of this job is to become an account executive. Reps who consistently produce move into a closing seat, typically inside 18 to 24 months, with the comp step up that comes with it. We'll be direct with you about where you stand and what's left to prove.

(Base and OTE shown are a representative target and may adjust for location and experience.)

How to apply

Send your resume and two or three sentences on the hardest thing you've ever had to sell, and why it was hard. We read those first.