---
title: 'Business Development Representative at Federato'
canonical: 'https://feeny.ai/job/business-development-representative-federato-remote-js9psps6qgvc'
type: 'job'
last_seen: '2026-10-16'
---

# Business Development Representative at Federato

- **Company:** Federato
- **Location:** Remote
- **Work type:** remote
- **Posted:** 2026-10-09
- **Last confirmed live:** 2026-10-16
- **Apply:** https://job-boards.greenhouse.io/federato/jobs/5447036008

## Job description

There's nothing more exciting than transforming an industry that's been stagnant for decades.

[Federato](https://www.federato.ai/) is an AI-native platform that’s bringing agentic AI to the full policy lifecycle. We’re aggressively transforming how insurance work gets done, and the world is paying attention: we've raised $180 million, including a $100 million Series D from Goldman Sachs. We have powerful product-market fit, and we're growing fast globally.

You'll get to work on complex problems with one of the most advanced AI teams you'll find anywhere. If you're the person we need, you know that AI bolted onto legacy systems is too weak to matter. That's why we built our platform to be AI-native from day one. That's why you can do here what you can never do at a legacy software company. move fast and prove it, not theorize it. We think from first principles. You’ll work on problems that matter, building software that fundamentally changes how insurance operates.

## Role Overview

As a Business Development Representative, you will partner with our Sales Directors (SDs) to open doors at a defined list of Named Accounts across the insurance ecosystem, from large Carriers to specialized MGAs. We're looking for a motivated self-starter who takes initiative and helps generate the pipeline that fuels our growth.

## What You'll Be Doing

- Drive Pipeline for Your Named Accounts: Own the top of the funnel for your SDs' accounts. You'll connect with prospects by phone, email, and social, leading with thoughtful, signal-driven outreach rather than sheer volume.
- Navigate a Varied Landscape: Tailor your approach to the different needs and buying dynamics of large Carriers and fast-moving MGAs.
- Partner with Your SDs: Meet regularly with your SDs for account reviews, deal feedback, and territory planning. Together with our ABM partners, you'll map your accounts, identify key decision makers, and coordinate outreach across buying centers.
- Become a Student of the Business: Build real expertise in insurance underwriting, including how an AI-native platform differs from legacy policy administration workflows, so you can have confident, credible conversations with a VP of Underwriting. You'll have structured onboarding and ongoing coaching to support you.

Who We Hope You Are

- Sales Foundation: 1-2 years of B2B SaaS sales experience, including carrying a quota, working in a CRM, and making cold calls. OR experience in insurance as an Underwriter, Broker, or Claims Adjuster who is excited to move into tech. You know firsthand how legacy systems can slow good people down.
- Prospecting Skills: You know how to build lists, find the right contacts, map organizations, and spot meaningful buying signals.
- Strong Writing: Your emails sound like they come from a thoughtful peer: concise, personal, and clear about the next step.
- Phone Confidence: You're comfortable picking up the phone, whether you're speaking with a VP of Underwriting, working with a gatekeeper, or responding to "We're happy with what we have."
- Initiative: We're a remote-first team that trusts you to manage your time. You set your own agenda and hold yourself accountable to your goals.
- Resilience: You stay positive and persistent. When a call doesn't go your way, you learn from it and dial the next one.

Base Salary $71,500; OTE $106,500 Final offer amounts are determined by multiple factors including candidate location, experience and expertise and may vary from the amounts listed above. Total compensation package also includes bonus, stock options, benefits and additional perks. Here at Federato, your capabilities are important, but culture fit is essential. We move fast, are eager to listen to our users, take a first principles approach to solving problems, and value learning and the ability to change our minds. Most importantly, we're here to have fun. Our ability to make a difference starts with our people. We would love to work with you!

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 talent@federato.ai

## About Federato

## Company Overview
- **One-liner**: Federato provides an AI-native underwriting platform for the property & casualty (P&C) insurance industry, using agentic AI and deep reinforcement learning to help carriers, MGAs, and mutuals optimize portfolio performance across the full policy lifecycle.
- **Entity Type**: Private (Series D, $100M raised in Nov 2025.)
- **Headquarters**: San Francisco, CA, USA
- **Founded**: 2020
- **Founders**: Will Ross (CEO) and William Steenbergen (CTO)

## Core Business
- **Primary industry/industries**: Insurance Technology (Insurtech), Enterprise SaaS, Artificial Intelligence
- **Target customers**: P&C insurance carriers, Managing General Agents (MGAs), MGA Aggregators, and Mutual insurance companies (B2B, Enterprise).
- **Mission or purpose statement**: Through the use of bleeding-edge deep reinforcement learning and AI, we enable insurers to provide efficient and affordable coverage to underserved communities, people, and organizations in the face of societal issues and risks like the climate crisis, cyber attacks, and social inflation.

## Products & Services
- **Federato RiskOps Platform**: An AI-native SaaS platform that spans the full policy lifecycle. It uses a tiered approach to AI underwriting - from basic triage and AI Decision Support to Supervised AI Underwriting (automatically quoting deals within guardrails for audit) and fully **Agentic AI Underwriting** that drafts complete, explained quotes for underwriter review in seconds. The platform provides a single-pane-of-glass view of workflows, real-time portfolio visibility, and dynamic strategy alignment to prevent “strategy drift.”

## Market Standing
- **Valuation/Market Cap**: Not disclosed.
- **Key Metric**: **Total Funding: $180M** across 5 rounds (Pre-Seed, Series A $15M, Series B $25M, Series C $40M, Series D $100M). **Annual Revenue**: Estimated at $37M.
- **Notable Investors/Partners**: Goldman Sachs Alternatives (led Series D), Pear VC (led Pre-Seed), Emergence Capital (led Series A), Caffeinated Capital (led Series B), StepStone Group (led Series C). Cloud partner: Google Cloud. Customer: QBE North America.
- **Growth Signals**: Headcount grew **~98.3% year-over-year** to ~190 employees. Has active job postings for 19 roles across Engineering, Sales, Customer Success, and Marketing. Expanded into UK and Canadian markets with dedicated sales directors.

## Competitive Advantages
- **Agentic AI “Built In, Not Bolted On”**: The platform is deeply native to the insurance workflow, using deep reinforcement learning and LLMs to not just rank deals but execute quoting and provide reasoning, with a tiered automation maturity model.
- **Real-time Portfolio Optimization**: Differentiator vs. legacy core systems (described as “the problem”). Allows insurers to dynamically shift appetite and see real-time goal progress, solving the “strategy drift” problem where less than 25% of bound risk aligns with strategy.
- **Customer Results**: Claims a **90% reduction in time to quote**, an **89% reduction in systems used**, a **30% lift in high-appetite premiums**, and a **50% increased hit ratio**.

## Strategic Focus
- **Expansion & Market Penetration**: Actively scaling internationally (UK, Australia/ANZ) and across different insurance segments (MGAs, Mutuals, Carriers).
- **Product Maturity**: Pushing towards “Maturity Level 5” (Full autonomous AI underwriting within guardrails). Heavy investment in Forward Deployed Engineering and Machine Learning to customize and integrate the platform with large carrier legacy systems.
- **Talent Acquisition**: Aggressively hiring across technical roles (Staff Software Engineer, Forward Deployed Engineers, ML Engineers) and go-to-market roles (Sales Directors for ANZ and UK, Customer Success) to support rapid growth.

## Why Work Here
- **Culture & Values**: Described as “putting the ‘service’ back into enterprise SaaS” with deep insurance subject matter expertise. Rated **4.3/5 on Glassdoor** (Culture: 4.2, Career: 4.5, Compensation: 4.5).
- **Remote-First**: The vast majority of roles are listed as **Remote** (US, Canada, UK, Australia). Significant technical team presence in Canada (13% of workforce) and commercial presence in the UK.
- **Engineering Excellence**: The company is tackling hard technical problems at the intersection of deep RL, large language models, and enterprise workflows, offering a chance to work on “bleeding-edge” AI in a high-stakes industry. Heavy focus on Forward Deployed Engineering and ML.
- **Growth Trajectory**: With 100%+ headcount growth, $180M in funding, and a massive total addressable market (legacy core system replacement), the company offers strong career advancement potential.
- **Team**: Leadership includes veterans from top SaaS companies (Emergence Capital-backed) and deep insurance domain expertise.

## Sources
1. [federato.ai](https://www.federato.ai/)
2. [federato.ai/about](https://www.federato.ai/about)
3. [linkedin.com/company/federato](https://www.linkedin.com/company/federato)
4. [job-boards.greenhouse.io/federato](http://job-boards.greenhouse.io/federato)

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