Manager, Sales Development Representatives

Latent•San Francisco, CA

About The Position

Latent is building the intelligence infrastructure for healthcare. Our clinical AI platform helps health systems streamline medication access by automating complex workflows—including prior authorizations, appeals, and 340B compliance. By surfacing the right clinical evidence from EHR data, we reduce administrative burden, accelerate patient access to therapy, and improve outcomes. Some of the largest health systems in the country are already customers. We're growing north of 100% year over year, and backed by General Catalyst, Conviction, and Y Combinator. The Role Latent's business development team opens the first conversation with the health systems we want as partners — the pharmacy, finance, and IT leaders who decide how medication access works inside their organizations. Those conversations are hard to earn and worth a great deal when we do, and they're where our growth starts. You'll be the first dedicated leader of that team. Seven BDRs are in seat today, split across our San Francisco and New York offices, and the team grows from there. You'll build the outreach strategy and the messaging behind it, hire and develop the reps who run it, get real leverage out of our tooling and AI rather than just more volume, and run a feedback loop tight enough that the team knows within weeks what's working and drops what isn't. You'll partner with our RVPs and Marketing on where to aim, and with Revenue Operations on how we measure it. Much of this is still being built, which is the point. You’ll Build With Agents, Not Just Buy More Tools This is not a "we'd love to explore AI someday" role. Our Revenue Operations team runs a production multi-agent layer over the revenue org — deal scoring, meeting prep, pipeline monitoring, weekly briefs — and they will teach you to build your own. If you've never written an agent, that's fine. If you have, you'll find people here who speak the language. You'll also own real influence over the stack. We run Apollo, Nooks, and LinkedIn Sales Navigator today, and you'll have the authority to buy what's best-in-class and cut what isn't. The measure isn't how many tools your reps have open - it's whether each rep is measurably better at research, personalization, and follow-up than they were a quarter ago. Outcomes You'll Own Outbound sourced pipeline. The number, and the motion that produces it, quarter over quarter. Inbound conversion. Speed-to-lead and the qualification of everything Marketing sends us, so good demand doesn't die in a queue. Pipeline from the field. Conferences and events that generate real opportunities, not badge scans — including the follow-up motion that converts them. Reps who get better. Structured coaching on real recordings with pharmacy and revenue cycle leaders, and a credible path from BDR to AE with people promoted into it. Playbooks that work, and get rewritten when they stop. Onboarding and persona-by-persona outbound for pharmacy executives, 340B program directors, specialty pharmacy and revenue cycle leaders, CFOs, and CMIOs. The honest read-out. What's working, what isn't, and what the BD function needs from the rest of the company to drive better outcomes. You are our read on the market.

Requirements

2+ years carrying a prospecting number yourself
2+ years leading a business development or SDR team
Demonstrated success against pipeline targets, with the funnel math behind it that you can walk us through
Time inside a best-in-class SDR organization, at a company going through rapid growth
Fluency with the modern BDR stack: you’ve tested a lot of tools and have a strong perspective about what is best in class
Creativity, and a real willingness to break the mold when it stops working
Reps you've developed and promoted — and references from people who chose to work with you more than once
Energy that lifts a team, and a bias for fast iteration over long planning cycles

Nice To Haves

Built agents to make your own team faster or better
Familiarity with 340B, prior authorization, or specialty pharmacy operations
Selling experience in health systems, pharmacy, or revenue cycle

Responsibilities

Build the outreach strategy and the messaging behind it
Hire and develop the reps who run it
Get real leverage out of our tooling and AI rather than just more volume
Run a feedback loop tight enough that the team knows within weeks what's working and drops what isn't
Partner with our RVPs and Marketing on where to aim
Partner with Revenue Operations on how we measure it
Build your own agents
Own real influence over the stack
Buy what's best-in-class and cut what isn't
Drive outbound sourced pipeline
Improve inbound conversion
Generate real opportunities from conferences and events
Coach reps on real recordings
Develop a credible path from BDR to AE
Create playbooks that work and rewrite them when they stop
Provide an honest read-out on what's working and what isn't
Provide a read on the market