BDR Manager

Federato is on a mission to defend the right to efficient, equitable insurance for all. We enable insurers to provide affordable coverage to people and organizations facing the issues of today – the climate crisis, cyber‑attacks, social inflation, etc. Our vision is understood and well funded by those behind Salesforce, Veeva, Zoom, Box, etc.

Federato is the only AI‑native platform that spans the full policy lifecycle and changes the way insurance work gets done. Better decisioning is built‑in, not bolted on : insurers’ unique portfolio goals, strategies, rules, and appetite are part of the workflow so underwriters win the right deals, faster. From the moment a submission hits an underwriter’s inbox, AI is put to work, triaging submissions with a focus on high‑appetite business, delivering real‑time feedback on the portfolio, and consolidating workflows into a single proven system. Federato drives better business outcomes.

We are looking for a Builder to serve as a foundational leader for our sales development function.

This is a unique moment in our growth. With our current BDRs preparing to graduate into new roles, you will have the opportunity to rebuild and professionalize the department from the ground up. We aren’t looking to build a massive call center; we are building an elite, high‑performance unit of four focused on quality, creative strategy, and advanced tech leverage.

You will play a dual role : leading the team through this transition and hiring phase (Coach) while maintaining a personal territory to set the standard for what “good” looks like (Player).

Role Responsibilities

• Recruit & Rebuild : Lead a team of four high‑performing BDRs in 2026. You will manage the transition of graduating reps and the onboarding of new hires.
• Playbook Professionalization : Take our existing ad‑hoc processes and codify them into a scalable “BDR Playbook.” Define the standard for how we use Gong Engage sequences, how we enrich in Clay , and how we qualify in Salesforce .
• Tech Stack Optimization : We have a powerful stack (Clay, Vector, Gong, LeadIQ). Your job is to ensure the team actually uses it to its full potential, moving away from “spray and pray” to precision outbound.
• ABM Manager Partnership : Work in lockstep with the ABM Manager aligned to your pod. You will ensure that the “Air Cover” (ads / nurture) the ABM Manager provides is met with the right “Ground Cover” (outbound sequences) from your BDRs.
• Execute the Playbook “Menu” : Ensure your team is running the specific plays defined in our quarterly strategy—whether that’s a high‑touch “Tier 1 1 : 1” play for enterprise or a volume‑based “Persona Play” for commercial accounts.
• Quarterly Pod Planning : Actively participate in the “QBR‑style” planning cycle. You will help your BDRs set specific quarterly goals (e.g., “Engage 10 new Tier 1 accounts”) that align with the Sales VP and ABM Manager's strategy.

Coaching & Management

Individual Contribution

Role Requirements

Nice‑to‑Haves

We are an equal‑opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender expression, sexual orientation, age, marital status, veteran status or disability status. We will provide reasonable accommodation to individuals with disabilities to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation at

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