Sales Development Representative

As a Sales Development Representative, you will lead high-value outbound and inbound prospecting efforts into strategic hospital and health system accounts, alternate sites (Surgery Centers and Imaging Centers), while also serving as a mentor and force multiplier for the broader Sales team. You will target complex, multi-stakeholder accounts, build and refine outbound playbooks, and partner closely with Sales, Marketing, and Ops leadership to improve pipeline quality and conversion. This role is for an experienced sales development professional who has already proven they can consistently hit quota and is ready to take on ground floor opportunity to build a SDR organization.

• Own outbound prospecting into a portfolio of strategic, higher-complexity target accounts - large health systems, IDNs, multi-site hospital networks, surgery centers, imaging centers - often involving multiple stakeholders and longer sales cycles.
• Qualify and prioritize inbound leads against ICP and lead-scoring criteria, applying judgment on which opportunities merit fast-tracking to Sales leaders versus further nurture.
• Build relationships with C-Suite, senior clinical engineering, facilities, supply chain, and finance stakeholders, tailoring outreach to each buyer personas priorities (compliance risk, capital planning, staffing constraints, total cost of ownership).
• Lead discovery conversations that surface strategic business drivers, not just surface-level pain points, and translate them into a compelling case for InterMeds HTM and maintenance contract services.
• Partner with the CGO to refine outbound sequences, messaging, and target account lists based on what is and isnt converting.
• Provide structured feedback to Marketing on lead quality, campaign performance, and content gaps; collaborate with Sales leaders on joint account strategy for named/strategic accounts.
• Maintain rigorous CRM hygiene and pipeline reporting and help enforce data quality standards across the SDR function.
• Consistently meet or exceed elevated quota targets for qualified meetings, sales-accepted pipeline, and pipeline-to-close conversion from sourced opportunities.
• Stay current on healthcare industry trends, regulatory requirements (e.g., Joint Commission, CMS), and the competitive landscape for HTM and clinical engineering services and share relevant intelligence with the team.
• Bachelors degree or equivalent professional preferred.
• 3+ years of sales development or inside sales experience, with a consistent track record of meeting or exceeding quota.
• Demonstrated success prospecting into complex, multi-stakeholder B2B accounts (healthcare, med-tech, SaaS, or similarly consultative sales environments strongly preferred).
• Strong executive-level communication skills, with the confidence and polish to engage senior healthcare and hospital operations leaders.
• Advanced CRM proficiency (e.g., HubSpot) and fluency with sales engagement tools (Definitive Healthcare, Apollo, LinkedIn Sales Navigator, intent data platforms).
• Strong analytical instincts - comfortable using pipeline and conversion data to prioritize accounts and refine outreach strategy.
• Direct experience selling into hospitals, health systems, or clinical engineering/biomedical equipment programs.
• Familiarity with hospital procurement and capital equipment budgeting cycles.
• Prior experience contributing to or owning SDR playbooks.