Sales Development Rep

• Lead, coach, and develop a hybrid team of 8+ reps through regular 1:1 mentoring, tactical skill alignment, and localized training to elevate pipeline performance - initially focusing on supporting 4 LATAM reps.
• Own regional team performance metrics (activity, conversion rates, and pipeline contribution) across both NAMER and LATAM, utilizing data analysis to continuously optimize outreach strategies and business outcomes.
• Empower reps to master all SDR skillsets, including prospecting, refining account targeting, tailoring messaging for different regional buyer personas, and applying use cases effectively.
• Collaborate cross-functionally with regional Sales and GTM leadership to establish tight feedback loops, streamline workflows, and build a consistent, high-quality pipeline generation machine.
• Drive optimized adoption of the SDR tech stack (SFDC, Outreach, ZoomInfo, LI Sales Nav, Gong) to build out repeatable, efficient workflows.
• Hire, onboard, and scale future talent while proactively managing performance gaps and cultivating a highly motivated, high-accountability team culture.

Sales Development Manager

• Meet or exceed individual lead generation goals
• Generate leads within the designated market of senior living communities & skilled facilities
• Deliver motivational prospecting engagement to targeted clients
• Obtain support & guidance from others in the Company as needed for sales prospecting
• Answer client questions, as needed; including products and pricing
• Calibrate the content of prospecting based on pre-sales due diligence
• Identify opportunities to enhance & accelerate the sales prospecting
• Update, maintain, & follow up on activities in Company CRM
• Develop sales prospecting efforts in collaboration with Company marketing programs
• Efficiently & effectively transition sales & lead opportunities to sales executive resources
• Keep management informed regarding daily, weekly, and monthly activities & performances
• Provide occasional feedback on products, services, & policies to respective Company team members
• Maintain current market & product knowledge

Sales Development Representative

• Execute high-volume, multi-channel outreach to engage decision-makers within target accounts
• Conduct thorough discovery calls to qualify potential leads and successfully schedule demos
• Master our sales methodology and technology to effectively manage your activities and pipeline
• Partner with Account Executives to develop winning sales strategies
• Proactively seek out coaching and feedback to continuously learn and improve your skills

• Generate qualified meetings that lead to meaningful, revenue-producing pipeline for our sales team
• Lead strategic outbound prospecting through research, calls, emails, and LinkedIn to identify, engage, and qualify new prospects and spark interest in an initial meeting
• Conduct outbound opportunity development through partnership with BDEs, AEs, and Marketing
• Support pipeline growth within existing client accounts by partnering with the team to identify expansion opportunities
• Understand prospects’ challenges, along with healthcare industry trends and insights, to craft credible outreach
• Collaborate on sales and prospecting best practices and bring creative lead generation ideas to each team meeting
• Add, maintain, and track business development efforts, forecasts, and activity in the CRM and sales tech stack
• Achieve (and exceed) your monthly and annual Sales Accepted Lead (SAL) and pipeline targets

Sales Development Representative – MedInsight

• Strategically identify, engage, and qualify prospects based on target industries and personas
• Manage top-of-funnel pipeline through a high volume of outbound calling, emails, social engagements completing 60+ activities a day
• Delivering value-focused messaging, educating prospects, and generating interest in Canto
• Continued education and dedication to learning about industry trends, challenges, and news
• Overcoming objections by delivering value-focused messaging
• Performing research in order to understand a prospect’s challenges, priorities, product requirements and deliver compelling value propositions
• Deliver qualified opportunities to our sales team

• Own outbound prospecting for a defined set of verticals (ICP), build and execute high-quality multi-touch sequences across email, phone, LinkedIn, and video.
• Research and prioritize target accounts in collaboration with Account Executives, identifying the right stakeholders–product, engineering, legal, finance, procurement–for complex enterprise deals.
• Develop tailored outreach messaging that connects each prospect's specific use case to our platform, whether that's enriching LLM training data, powering search, or building knowledge intensive products.
• Build toward clear pipeline generation targets: qualified meetings booked and opportunities created, tracked monthly and quarterly.
• Run initial discovery calls to understand prospect needs, data use cases, technical requirements, and organizational structure.
• Qualify opportunities using a structured framework (MEDDIC) and hand off to Account Executives with a thorough, well documented summary.
• Ask insightful and qualifying questions about technical integration and API workflows; partner with Solutions Engineers when deeper technical dialogue is needed.
• Advanced HubSpot user and admin–comfortable building and managing outreach sequences, drip campaigns, pipelines, reports, and automated workflows from day one. Uses engagement signals to prioritize follow up and keeps prospecting moving along the pipeline.
• Iterates on sequences and templates using A/B testing, open-rate data, and conversion metrics.
• Collaborate closely with Account Executives, Product, and Marketing to align on target accounts, messaging, and campaign follow up.
• Feed competitive intelligence and prospect feedback back into the GTM playbook with conversations as a direct source of market signal.
• Stay current on the enterprise data landscape: AI/ML training data, knowledge graphs, search infrastructure, and open-data ecosystems.

• Accelerate the sales pipeline through prospecting new business opportunities.
• Set goals, target markets, email blast messaging, and campaign schedules.
• Drive revenue growth by identifying, qualifying, nurturing, and selling to high-quality leads.
• Collaborate with Sales and Marketing teams to execute targeted prospecting strategies.

• Own full-cycle sales in the emerging segment
• Build a pipeline of emerging-market logos with daily outbound touches
• Close new revenue from first touch through signed deal
• Create repeatable playbooks for prospecting and closing
• Develop cross-functional partnerships with Product, Engineering, Marketing, and Operations

Sales Development Representative II, Emerging

• Manage qualified franchise candidates through the entire sales process from discovery through funding
• Build strong relationships with prospective franchise owners and their advisors
• Conduct discovery calls, franchise presentations, webinars, and validation discussions
• Educate candidates on the franchise model, investment opportunity, and ownership journey
• Maintain accurate records and pipeline management within the CRM
• Collaborate with marketing to improve lead conversion and candidate engagement
• Track key performance metrics and consistently achieve sales goals
• Attend franchise conferences, networking events, and recruitment initiatives as needed
• Support candidates throughout onboarding to ensure a successful transition into ownership

Franchise Sales Development Manager

• Identify and qualify new sales opportunities through inbound lead follow-up and proactive outbound prospecting.
• Research prospective clients, identify key players, and generate interest.
• Collaborate closely with the Sales team to develop and implement lead strategies and plans.
• Schedule and conduct online product demonstrations and webinars.
• Work with channel and distribution partners to leverage leads and build pipeline and awareness.

Sales Development Representative, Spanish Speaking

• Identify and qualify potential leads through research, networking, and outbound activities.
• Work closely with the Sales Enablement team to align on targeted outreach campaigns and strategies.
• Engage with prospects through various channels (email, phone, social media) to understand their needs, challenges, and how our solutions can address them.
• Collaborate with partners to co-create marketing initiatives, events, and referral programs to expand the customer base.
• Nurture relationships with potential clients, providing them with relevant content, product updates, and solutions that address their business needs.
• Collaborate with the customer success team to ensure smooth transitions and consistent value delivery to clients.
• Regularly update CRM systems with accurate customer and prospect information.
• Analyze sales data and metrics to improve strategies and forecast future sales trends.
• Support sales strategies and coordinate activities, such as visits to insurance broker offices, meetings, and networking events.
• Stay updated with the latest industry trends, competitor offerings, and product developments.

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