Sales Development Representative

Job Summary

The Sales Development Representative (SDR) is responsible for identifying, engaging, and qualifying prospective healthcare organizations that may benefit from the company's Revenue Cycle Management (RCM), business process outsourcing (BPO), healthcare technology, and related services. This role serves as the first point of contact for prospective clients and plays a critical role in building the sales pipeline by generating qualified meetings and opportunities for the Sales leadership team.

The ideal candidate is a highly motivated, results-driven professional with strong communication skills, a consultative mindset, and a passion for healthcare services and technology. The SDR will work closely with the Senior Vice President of Sales and broader commercial organization to execute strategic outbound prospecting initiatives and support revenue growth objectives.

• Research and identify target accounts across hospitals, health systems, physician groups, ambulatory surgery centers, specialty practices, and healthcare organizations.
• Develop and execute outbound sales campaigns through phone calls, email, LinkedIn, and other prospecting channels.
• Generate qualified sales opportunities and schedule meetings for Sales Executives and Sales Leadership.
• Build and maintain a healthy pipeline of prospects aligned with organizational growth objectives.
• Identify key decision-makers, influencers, and stakeholders within target accounts.

• Conduct initial discovery conversations to understand prospect challenges, goals, and revenue cycle needs.
• Assess opportunities based on established qualification criteria.
• Gather relevant information regarding current RCM processes, outsourcing initiatives, staffing challenges, technology environment, and operational priorities.
• Accurately document prospect interactions and qualification data within CRM systems.

• Collaborate closely with the Senior Vice President of Sales and Account Executives to develop account engagement strategies.
• Coordinate prospect meetings, introductory calls, and follow-up activities.
• Support marketing campaigns and lead follow-up efforts.
• Provide market intelligence and competitive insights gathered through prospect interactions.

• Maintain accurate and timely activity tracking within Salesforce or other CRM platforms.
• Monitor prospect engagement and pipeline progression.
• Meet or exceed established KPIs including outbound activities, meetings scheduled, qualified opportunities, and pipeline contribution.
• Prepare activity reports and performance updates for sales leadership.
• Performs other duties as assigned.

• Strong written, verbal, and presentation communication skills.
• Proficiency with CRM platforms such as Salesforce or similar systems.
• Ability to manage multiple priorities in a fast-paced environment.
• Strong research, organizational, and time-management skills.
• Demonstrated ability to achieve activity and performance metrics.

• Familiarity with healthcare operations, patient access, coding, medical billing, claims management, denials, accounts receivable, or related revenue cycle functions.

Education and Experience:

• Bachelor's degree in business, Marketing, Healthcare Administration, Communications, or related field preferred.
• 1-3 years of experience in sales development, business development, lead generation, inside sales, healthcare sales, or a related sales function is required.
• Experience prospecting and engaging executive-level stakeholders.
• Experience within Revenue Cycle Management (RCM), healthcare outsourcing, healthcare IT, healthcare consulting, medical billing, or related healthcare services.
• Experience using sales engagement tools such as Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, or similar platforms.
• Knowledge of healthcare industry trends and challenges affecting provider organizations.

• Consultative selling
• Prospecting and lead generation
• Relationship building
• Executive communication
• Business acumen
• Critical thinking and problem solving
• Resilience and persistence
• Collaboration and teamwork
• Results orientation
• Attention to detail

• Qualified meetings scheduled
• Sales-qualified opportunities generated
• Pipeline value created
• Outbound call volume
• Email and social outreach activity
• Lead conversion rates
• Opportunity acceptance rates
• Revenue pipeline contribution

Physical Requirements

• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift up to 15 pounds at a time.
• Ability to travel up to 25% as required for conferences, client meetings, industry events, and business development activities.