Sales Development Rep

• 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

• Conduct deep, thorough research into targeted health plans (payers) and major health systems to map out executive hierarchies and identify key clinical and financial stakeholders.
• Execute high-volume, highly personalized outbound campaigns using a structured, sequence-based approach via cold calling, tailored emails, and LinkedIn outreach.
• Own and aggressively follow up on marketing and event-generated leads, rapidly qualifying them and converting high-intent healthcare prospects into commercial opportunities.
• Act as the operational backbone for three enterprise Directors of Sales, managing calendar handoffs, coordinating regional strategies, and maintaining immaculate data hygiene within our CRM.
• Learn and clearly communicate the complex clinical and financial components of Virta's model, including our performance-based fee structures and ability to safely deprescribe medications to reduce healthcare spend.

SDR, Health Plans/Systems

• Execute high-volume outbound prospecting efforts through phone calls, email, SMS, and other communication channels to generate qualified homeowner opportunities.
• Manage and maintain outbound cadences within platforms such as Salesloft, Salesforce, and other sales engagement tools.
• Identify and engage homeowners through multiple lead sources including marketing-generated leads, nurture campaigns, site re-engagements, referrals, and change-of-ownership opportunities.
• Qualify prospects based on homeowner goals, property fit, market alignment, and readiness to engage with local sales teams.
• Accurately document all outreach activity, lead status updates, call notes, and opportunity progression within CRM systems.
• Collaborate with marketing and sales leadership to provide feedback on lead quality, campaign performance, and outbound strategy effectiveness.
• Maintain SLA expectations for speed-to-lead and outbound follow-up standards to maximize conversion opportunities.
• Consistently meet or exceed activity and performance metrics including outbound calls, conversations, qualified opportunities created, and appointment-setting goals.
• Participate in ongoing sales training, call coaching, and team development initiatives to improve communication skills and sales effectiveness.
• Collaborate with cross-functional teams and stakeholders to align departmental goals with broader organizational strategy.
• Support continuous improvement initiatives by identifying process gaps, workflow inefficiencies, and opportunities to improve outbound conversion performance.
• Contribute to a collaborative work environment that promotes open communication, innovation, and employee engagement.
• Other duties as assigned because every day is different in sales and hospitality!

• 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.

• 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.

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