Why This Job is Featured on The SaaS Jobs
This BDR role stands out in SaaS because it sits at the point where an emerging vertical product turns early traction into a repeatable revenue motion. Pathwork is selling software into a regulated, relationship-driven industry (life and health insurance), which tends to reward teams that can translate product value into credible, workflow-level outcomes rather than generic feature pitching.
For a SaaS career, the position offers durable exposure to the mechanics that underpin scalable go-to-market: pipeline creation, qualification discipline, messaging iteration with Marketing, and structured handoffs to closing roles. The explicit feedback loop to Product also mirrors a common SaaS advantage—using frontline customer conversations to influence roadmap and positioning—experience that transfers across most B2B software categories.
This role is best suited to someone who prefers measurable work, consistent outbound habits, and learning through repetition and review. It will likely fit an early-career seller aiming to build fundamentals in prospecting and discovery, as well as a practitioner who enjoys operating close to revenue leadership and contributing to how a sales process is defined.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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
About Pathwork 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
About the Role: 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!
What You’ll Own
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.
You Might Be a Fit If You...
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.
What You’ll Get
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.
