The Business Development Manager owns the top of the Casualty Loss funnel and is accountable
for one number above all: qualified first meetings held. This person works outbound activity and
referral follow-up, qualifies each lead, and delivers it into a booked first meeting that the Sales
team runs. It is not a closing role; the sales cycle and the close stay with Sales, and this seat owns
everything that moves a qualified prospect to that first meeting. It is a player-coach seat by design:
the person carries a personal first-meeting number while managing the team's, and directs
Business Development team members as an executional resource against the highest-leverage
opportunities. As one of the first and most structural hires in the division's buildout, this role turns
a founder- and referral-driven pipeline into a repeatable, systematized first-meeting engine. This
role requires the ability to work onsite in our San Diego office.
Primary Responsibilities:- Deliver qualified leads into booked first meetings, owning the number of first meeting held at both a personal and team level
- Architect and manage how the Business Development team uses the CRM (currently Salesforce), and drive team adoption of that workflow
- Set and enforce top-of-funnel activity targets, including outbound volume, referral touches, and meetings booked
- Run a recurring, scorecard-driven weekly accountability cadence that surface underperformance before it becomes a quarter-long problem
- Direct team members' time and priorities toward the highest-leverage activity, treating the team as a resource pool rather than a fixed set of individual quotas
- Own referral follow-up and outbound activity upstream of the sales cycle, handing qualified opportunities to Sales for the close
- Diagnose funnel breakdowns across messaging, list quality, timing, and follow-up cadence, and act on them
- Support the hiring, onboarding, and ramp-to-productivity of Business Development team members
- Perform other duties as assigned, contributing to a collaborative and high-performing team environment
Knowledge, Skills and Abilities:- CRM and process architecture, with the ability to design a workflow and drive team adoption
- Metrics discipline, setting, tracking, and defending top-of-funnel KPIs
- Coaching and accountability, holding others to a standard without quietly doing the work for them
- Personal execution, remaining a producer and comfortable carrying a personal outbound number
- Prioritization and delegation, treating teammates as a resource pool against the best opportunities
- Comfort directing others' activity without formal authority, balanced with genuine consideration of their goals
- Diagnostic and forecasting fluency across the funnel, including basic conversion-rate math
- Proficiency with Salesforce or a comparable CRM, including reporting and data hygiene
- Clear, professional written and verbal communication
- Comfort operating in a fast-paced, high-growth, referral-driven environment
Minimum Qualifications:- Bachelor's degree in business, marketing, or a related field
- Five or more years of sales or business development experience, including managing a team's activity at scale
- Track record carrying a personal number while managing the activity of others
- Proficiency in Microsoft Office (Word, Excel, PowerPoint, Outlook)
- Experience with Salesforce or a comparable CRM
- Ability to work onsite in our San Diego office
Competencies:- Accountability
- Leadership
- Communication
- Initiative
- Prioritization
- Adaptability
- Metrics Discipline
- Teamwork
Expected salary range: $160,000 - $180,000.
