Production Business Relationship Manager (PBRM) Lead

Who is Cover Whale?

Cover Whale is the nation’s leading commercial trucking insurtech. We improve road safety by combining the insurance products we sell with our telematics-based, data-driven driver coaching and safety program known as DriveSmart. Our program is proven to save lives while delivering better insurance for our drivers. For more information, please visit www.coverwhale.com.  Join us in the mission!

The Role: 

Cover Whale is seeking a high-energy, results-oriented Production Business Relationship Manager (PBRM) to serve as the critical "Operator" in our distribution engine. While our Business Development Associates (BDAs) hunt for new business and our Business Development Managers (BDMs) architect portfolio strategy, the PBRM is the bridge that ensures every indicated dollar has a path to binding.

The mission of this role is to maximize the conversion of indicated and quoted opportunities into bound premium by proactively managing the post-indication lifecycle. You will be the single point of accountability for agents post-indication, eliminating friction, enforcing timeline discipline, and protecting Underwriting bandwidth by ensuring only "bind-ready" deals move forward.

Responsibilities: 

Conversion & Velocity Management:

• Drive "Conversion Excellence" by aggressively managing the mid-funnel pipeline to achieve target Indication-to-Bind conversion rates.
• Maintain "Velocity & Momentum" by reducing the Average Days to Bind through the enforcement of urgency with partners.
• Provide real-time visibility into deal status and clear next steps to prevent opportunities from decaying.

Agent Enablement & Accountability:

• Act as the primary contact for agents post-indication, clearly communicating requirements, timelines, and expectations.
• Educate partners on Cover Whale’s standards for a "bind-ready" submission to improve quality and reduce friction.
• Hold agents accountable to timeline discipline to ensure high-velocity premium growth.

Underwriting Support & Protection:

• Validate submission completeness and confirm agent intent before moving deals to the next stage.
• Disqualify non-viable or low-quality opportunities early to protect Underwriting capacity and resources.
• Minimize "kickback" rates due to missing or incomplete data.

Data Discipline & Insights:

• Maintain CRM accuracy across all managed deal stages (Indicated, Quoted, Pending Bind).
• Provide weekly insights to leadership regarding pipeline aging and conversion trends.
• Manage renewal retention strategies to achieve target retention conversion rates.

Requirements

Required Experience:

• Experience in the insurance or MGA sector, specifically within commercial auto, trucking, or logistics.
• Minimum of 2 years of underwriting experience.
• 2–4 years of experience in business development, sales operations, or high-volume account management.
• Proven experience managing and optimizing a HubSpot-driven pipeline (fleet or high-volume environments strongly preferred).
• Demonstrated ability to analyze conversion data, identify performance trends, and clearly articulate what drives higher close rates versus underperformance.
• Strong analytical capabilities with hands-on experience using HubSpot, Excel, and/or Google Sheets to track KPIs and generate actionable pipeline insights.

Must-Have Skills / Abilities

• Assertive & Decisive: You move with urgency and hold firm on timelines without being abrasive.
• Commercial Judgment: You know when to push a deal forward, when to pause, and when to disqualify to protect company resources.
• Radical Ownership: You treat every indicated dollar as a personal responsibility to convert into bound premium.
• Process-Oriented: You leverage structure and discipline to accelerate outcomes — not create bureaucracy.
• Analytical Mindset: You rely on data to guide decisions, optimize performance, and continuously improve results.

Benefits

Compensation:

The Expected base pay for the role will be $90K-130K per year at the commencement of employment. However, base pay if hired will be determined on an individualized basis and is only part of the total compensation package, which also includes a discretionary bonus.

Perks/Benefits: 

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k) match up to 4%
• Wellness benefits, including EAP, Gym Reimbursement, etc.
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Paid Family Leave (Maternity, Paternity)
• Tuition Assistance
• Professional Training & Development

At Cover Whale, we’re in the business of building the future of connected insurance. Our work is tough, deadlines are tight, and the startup road is bumpy. We expect dedication, agility, and a relentless drive to problem-solve. Not everyone is cut out for this pace or pressure, and that’s okay. But if you’re here, we expect your best. Every day. We succeed together, and we set the bar high. If you’re ready to push limits, welcome aboard. 

Cover Whale works to maintain the best possible environment for our employees, where individuals can learn and grow with the company. We strive to provide a collaborative environment where each person feels encouraged to contribute to their processes, decisions, planning, and culture.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.