Senior Business Development Representative

This is a fully remote position, open to applicants in United States.

📋 Description

• Engage with marketing-generated leads from webinars, events, content, and inbound demo requests.

• Execute multi-touch outreach sequences through phone, email, and LinkedIn, customized by vertical and persona.

• Assess interest against Castlight's Ideal Customer Profile (ICP) and schedule discovery meetings for Account Executives.

• Conduct research on target accounts and buying committees to tailor outreach for Account-Based Marketing (ABM) initiatives.

• Keep Salesforce and HubSpot records organized, including activity logs, stages, and handoff notes.

• Collaborate with marketing to refine effective messaging, address objections, and enhance lead conversion sources.

• Assist with event follow-up through pre-event outreach and post-event meeting conversions.

• Share successful messaging strategies, approaches, and best practices with the Account Development Representative (ADR) team.

• Master messaging and personas; consistently schedule qualified meetings, achieve individual targets, enhance team strategies, and contribute to campaign planning.

⛳️ Requirements

• Minimum of 3 years in an SDR/BDR/ADR role or a customer-facing position with a significant prospecting focus.

• Comfortable interacting with senior buyers, including benefits directors and HR executives.

• Proven history of consistently achieving pipeline and meeting targets.

• Strong, clear writing skills.

• Discipline in maintaining CRM hygiene and tracking pipeline activities.

• Curiosity about healthcare and employer benefits, along with a readiness to learn quickly in a complex field.

• Coachable attitude: open to feedback and willing to act upon it.

• Experience in HR technology, benefits, health plans, or digital health is a plus.

• Familiarity with Salesforce, HubSpot, and sales engagement tools is advantageous.

• Experience with marketing-sourced or ABM programs is also beneficial.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and continuous learning.

• Flexible work environment with remote work options.

• Collaborative team culture that values innovation and creativity.