Sales Development Representative

mPulse

38d • Remote

About The Position

As a Sales Development Representative (SDR), you will be an integral member of mPulse’s Commercial team in a fast-paced, collaborative, and mission-driven environment. Reporting to the Senior Business Development Operations Manager, you will create qualified pipeline by identifying, engaging, and qualifying prospective customers across health plans, providers, and other healthcare organizations.

Your primary objectives are to generate high-quality meetings for Account Executives, convert marketing interest into sales opportunities, and execute targeted outreach aligned with key campaigns and market priorities. You will partner closely with Sales, Marketing, and Sales Operations to ensure prospect interactions reflect mPulse’s value and expertise.

This hands-on role is suited to a motivated, curious, and coachable professional who is comfortable with outbound prospecting, enjoys talking with customers, and wants to build a career in healthcare technology sales. It offers the opportunity to contribute to revenue growth while developing skills for potential advancement into closing roles.

Requirements

• At least 1 year of experience in sales, business development, customer success, or another customer-facing role; internship or equivalent experience will be considered.
• Experience working in B2B sales or marketing departments; prior exposure to SaaS or technology solutions is preferred.
• Bachelor’s degree in Business, Marketing, Communications, Healthcare, or a related field, or an equivalent combination of education and relevant experience.
• Strong written and verbal communication skills, including the ability to articulate value propositions and tailor messages to different audiences.
• Comfort making outbound calls and engaging in early-stage sales conversations with senior leaders at health plans and provider organizations.
• Proficiency or strong aptitude for learning sales tools and platforms, including CRM systems such as Salesforce, sales engagement tools such as Outreach or Gong Engage, and LinkedIn.
• Ability to manage time effectively, prioritize multiple tasks, and work in a metric-driven, fast-paced environment.
• Resilience, curiosity, problem-solving skills, a growth mindset, and openness to feedback.
• Ability to collaborate across Sales, Marketing, and Operations to achieve shared pipeline and revenue goals.
• Professionalism, attention to detail, and follow-through in documenting activities and next steps.
• Ability to travel up to 5% of the time for team meetings, trainings, or industry events.
• Ability to stand and sit for extended periods.
• Ability to lift 10 lbs.

Nice To Haves

• Prior experience as an SDR/BDR in a SaaS or healthcare organization.
• Familiarity with healthcare markets, including health plans, providers, PBMs, and health systems, and concepts such as member engagement, quality measures, or CAHPS/HEDIS.
• Track record of meeting or exceeding activity and pipeline-generation targets.

Responsibilities

• Execute high-volume outbound prospecting through phone, email, LinkedIn, and other channels to generate qualified meetings with stakeholders at target accounts.
• Follow up promptly on inbound leads from webinars, events, content downloads, and marketing campaigns, converting interest into scheduled conversations for Account Executives.
• Research target organizations and contacts to understand their business models, member populations, and potential fit with mPulse solutions.
• Personalize outreach using campaign insights and prospect roles, including topics such as CAHPS, HEDIS, Star Ratings, digital engagement, and portals.
• Conduct initial discovery to identify prospect needs, challenges, and current engagement strategies, and document findings in Salesforce.
• Qualify opportunities against defined criteria and schedule introductory meetings, demos, or discovery calls with the appropriate Account Executive.
• Maintain accurate, up-to-date records of activities, contacts, and opportunities in the CRM and associated sales tools, following established processes and SLAs.
• Partner with Marketing on coordinated campaign follow-up, share feedback from prospect conversations, and suggest improvements to messaging and targeting.
• Collaborate with Sales leadership to prioritize territories, account lists, and personas in line with go-to-market strategy and revenue goals.
• Participate in coaching, training, and role-playing sessions to improve messaging, objection handling, and product knowledge.
• Meet and consistently exceed weekly and monthly goals for activities, meetings set, and qualified opportunities created.
• Represent mPulse professionally and consultatively in interactions with prospects, partners, and internal stakeholders.

Benefits

• Remote-first work and flexible PTO.
• Medical, dental, and vision plans, including a 100% company-paid employee-only coverage option and company contributions toward dependent coverage.
• Company-paid life and disability insurance.
• 401(k) with a 4% match and access to financial advisors.
• Six weeks of parental leave.
• Frequent training and 30-60-90 day plans.
• Peer-to-peer bonuses and team celebrations.

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level