Sales Development Representative - Empower

Össur

5d•$54,500 - $68,000•Remote

About The Position

The Empower Sales Development Representative independently develops and manages the early-stage sales pipeline for EmpowerX within an assigned market. This position analyzes market opportunities, selects and prioritizes target accounts, creates account-specific prospecting strategies, leads consultative discovery, evaluates customer needs and business potential, and determines whether opportunities should advance, remain in development, be redirected, or be disqualified. The SDR uses market intelligence, CRM data, stakeholder input, and independent judgment to allocate prospecting effort, recommend market-development priorities, and generate qualified demonstrations and accepted pipeline opportunities for the Empower sales team. After qualification, the SDR provides a clear handoff to the Business Solutions Manager, who leads the EmpowerX demonstration and later stages of the sales process. This position works with limited day-to-day supervision and is accountable for decisions across the assigned early-stage pipeline. This is a remote-eligible position in the following states: AZ, AR, CA, CO, FL, GA, ID, IL, IA, LA, MA, MN, NV, NH, NJ, NC, RI, TN, TX, WI, and Washington DC.

Requirements

Bachelor’s degree or an equivalent combination of education and relevant experience.
Three to five years of experience in consultative business development, healthcare technology sales, SaaS sales, medical sales, or complex inside sales.
Demonstrated experience independently identifying target accounts, developing account strategies, generating new leads, and managing an early-stage sales pipeline.
Experience conducting business discovery with multiple stakeholder types and making opportunity-qualification decisions.
Experience using CRM data and market information to prioritize work and recommend changes to sales strategy.
Strong business judgment and the ability to evaluate incomplete information, compare possible courses of action, and make supportable decisions.
Clear written and verbal communication with a professional, natural phone and email presence.
Ability to lead discovery conversations, identify business problems, and connect customer needs to the potential value of a software and services solution.
Ability to develop prospecting strategies for different account types and stakeholder groups.
Self-directed work habits with the ability to manage priorities, maintain follow-up commitments, and make decisions without immediate supervision.
Strong account organization, pipeline management, forecasting, and CRM discipline.
Ability to work across sales, marketing, product, and operational teams while maintaining clear ownership of the early-stage pipeline.
Proficiency with Salesforce or another CRM, Microsoft Outlook, Teams, PowerPoint, Excel, and sales engagement tools.

Nice To Haves

Knowledge of DMEPOS, orthopedic practice operations, revenue-cycle workflows, or healthcare software preferred.

Responsibilities

Independently analyze the assigned market and identify, select, and prioritize prospective accounts with the strongest potential for EmpowerX.
Generate new leads through account research, outbound prospecting, professional networks, referrals, conferences, and digital channels.
Develop and adjust account-specific prospecting strategies, messaging, outreach methods, and follow-up plans based on market findings and prospect response.
Own and manage a portfolio of prospective EmpowerX accounts, including pipeline priorities, resource allocation, follow-up cadence, and early-stage forecasting.
Lead consultative discovery conversations with practice administrators, DME leaders, physicians, finance leaders, and operational stakeholders.
Evaluate each prospect’s DME workflow, operational and financial needs, technology environment, stakeholder alignment, buying readiness, and potential value to EmpowerX.
Exercise independent judgment to determine whether an opportunity should advance to a demonstration, remain in development, be redirected to another Össur resource, or be disqualified.
Provide the Business Solutions Manager with a complete handoff that includes the business case, stakeholder needs, current process, known barriers, timing, and recommended next step.
Use CRM data, pipeline results, and market feedback to adjust account-development strategies and maintain an accurate early-stage forecast.
Identify recurring customer needs, objections, competitive patterns, and market opportunities, and provide recommendations to Empower leadership regarding target segments, campaign priorities, messaging, and sales tools.
Coordinate account ownership with Business Solutions Managers, Area Managers, Marketing, and Sales Leadership while retaining responsibility for the assigned early-stage pipeline.
Achieve assigned goals for qualified demonstrations, accepted opportunities, and pipeline development while maintaining accurate CRM records.