Sales Development Representative, NorCal

Sales Development Representative, NorCal
Location: Remote (NorCal)
Reports To: Director, Inside Sales
Department: Sales
Employment Type : Full-Time

ABOUT US
Mashura LLC is the industry leader in Inventory Intelligence for healthcare. We design and deliver innovative software and hardware solutions that empower dental, veterinary, lab, and academic facilities to control, optimize, and maximize their operations.

With a presence in over 3,500 healthcare organizations worldwide, our mission is simple: transform inventory operations into strategic advantages. Whether it’s through our cutting edge platforms, CUBEX for veterinarians or ZIMBIS for dental practices, we help healthcare providers reduce risk, boost profitability, and enhance operational efficiency.

CUBEX is a leading veterinary technology company providing automated dispensing systems and inventory management solutions that help veterinary practices optimize operations, reduce costs, and improve patient care. Our innovative hardware and software solutions serve thousands of veterinary professionals across the country.

Join us as we continue building the future of intelligent inventory management, simplifying complexity so our customers can focus on what matters most, exceptional patient care.

THE OPPORTUNITY
CUBEX is looking for a driven, competitive, and customer-focused Sales Development Representative (SDR) to generate new business opportunities and build a strong pipeline within an assigned territory. You will prospect and engage Tier 1 and Tier 2 target accounts on behalf of your Regional Sales Director counterpart, and independently own the full sales cycle for Tier 3 opportunities - from initial outreach through contract execution.

This is an ideal role for someone who enjoys hunting for new business, building relationships with decision-makers, and taking ownership of smaller deals while developing toward a full-cycle sales career.

CORE RESPONSIBILITIES

Prospecting & Pipeline Generation

• Own prospecting activity within a defined territory using outbound calls, email, social selling, networking, and industry events.
• Identify, research, and engage Tier 1 and Tier 2 target accounts; build relationships with key influencers to gain access to decision-makers.
• Generate qualified meetings and opportunities for Regional Sales Directors, and schedule renewal and expansion conversations for Tier 1 and Tier 2 accounts.
• Build and maintain a healthy pipeline using CRM and sales engagement tools, keeping records of activities, opportunities, and forecasts accurate and current.

Tier 3 Sales Ownership (New Business, Expansion & Renewals)

• Own the full sales cycle for Tier 3 accounts — new business, expansion, and renewals — from discovery through proposal, negotiation, and close.
• Drive Tier 3 expansion by selling upsell and cross-sell opportunities, including software upgrades, additional hardware units, and enhanced service packages (PMP, Buddy, Qlock & Supplier Integration).
• Manage Tier 3 renewals to close, protecting and growing recurring revenue.
• Develop a strong understanding of customer business challenges and position CUBEX solutions effectively.

Collaboration & Territory Support

• Partner with Regional Sales Directors, Customer Success, Marketing, and Product to drive territory results, contributing to the territory’s annual revenue target.
• Leverage Customer Success account health insights to identify expansion opportunities.
• Support territory performance and strategic initiatives in Pod meetings.

Market & Industry Engagement

• Maintain a working knowledge of veterinary industry trends, competitive offerings, and buying group dynamics.
• Represent CUBEX at veterinary conferences, trade shows, and industry events as needed.
• Provide voice-of-customer feedback to Product and Marketing teams.

REQUIRED QUALIFICATIONS

• 1–2 years of B2B sales or sales development experience, or equivalent customer-facing experience.
• Confidence engaging and building relationships with practice owners, managers, and executive decision-makers.
• Excellent communication, presentation, and negotiation skills.
• Proficiency with CRM systems (Salesforce preferred) and Microsoft Office Suite.
• Ability to travel across the US as needed.

PREFERRED QUALIFICATIONS

• Bachelor’s degree or veterinary technician experience.
• Experience in veterinary, animal health, healthcare technology, or medical device industries.
• Knowledge of veterinary practice operations, consolidation trends, and buying group dynamics.
• Experience with subscription/SaaS revenue models.
• Familiarity with inventory management or automated dispensing solutions.

COMPETENCIES

• Prospecting Discipline: Consistent, high-quality outbound activity; resilient in the face of rejection.
• Deal Ownership: Manages Tier 3 new business, expansion, and renewal cycles end-to-end with attention to detail and follow-through.
• Collaboration: Partners effectively with Regional Sales Directors, Customer Success, Marketing, and Product.
• Grit: Works hard and persistently to develop the territory.

PERKS & BENEFITS:

• Open PTO; including 9 observed holidays.
• Medical, dental, and vision insurance.
• Health Savings Account.
• Flexible Spending Accounts; Health Care and Dependent Care.
• 401(k) with generous company contribution- Safe Harbor Contribution.
• Company paid long-term disability and life insurance.
• Employee Assistance Program (EAP).
• United Pet Care pet coverage.
• Internet/cell and gym reimbursement.

Equal Employment Opportunity Statement
Mashura LLC is an Equal Opportunity Employer. We are committed to a workplace free of discrimination and harassment and make employment decisions on the basis of merit. Mashura LLC prohibits discrimination and harassment of any type and affords equal employment opportunities to employees and applicants without regard to race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, national origin, ancestry, age, physical or mental disability, genetic information, marital status, veteran or military status, or any other characteristic protected by federal, state, or local law.

In addition to federal law requirements, Mashura LLC complies with applicable state and local laws governing nondiscrimination in employment. We also provide reasonable accommodation for qualified individuals with disabilities and for religious practices, in accordance with the Americans with Disabilities Act (ADA) and other applicable laws.