Business Development Representative

Role Summary:

This is not a traditional high-volume SDR role. We’re looking for someone who can both generate enterprise pipeline and engineer the systems that make pipeline generation scale.

As a Business Development Representative — GTM Pipeline Engineer, you’ll sit at the intersection of outbound strategy, ABM, AI-enabled workflow automation, and enterprise relationship building. Reporting directly to the Head of Marketing, you’ll help drive expansion into large healthcare systems while building the outbound infrastructure behind the motion.

This role is designed for someone who loves to build, experiment, and iterate. The ideal candidate is equally comfortable wiring signal-triggered workflows in HubSpot as they are cold calling healthcare executives, prospecting at industry events, and creating highly personalized outreach into complex enterprise accounts.

What You’ll Do:

• Drive strategic outbound into IDNs, health systems, hospital networks, and strategic partners through cold calls, personalized email outreach, LinkedIn engagement, and industry events.
• Execute targeted account-based campaigns across a named set of strategic accounts, including expansion opportunities within existing customer organizations.
• Build and maintain outbound infrastructure including enrichment pipelines, signal-triggered workflows, CRM automations, and sequencing logic in HubSpot and related GTM tooling.
• Use AI tools and workflow automation to improve research, personalization, outreach orchestration, and outbound efficiency.
• Research healthcare organizations, stakeholder structures, and buying dynamics to craft thoughtful, highly personalized outbound strategies.
• Maintain strong CRM hygiene and pipeline visibility across Salesforce and HubSpot.
• Continuously test and iterate on messaging, prospecting workflows, automation, and outbound strategies to improve pipeline outcomes.
• Conduct initial qualification and discovery conversations before transitioning validated opportunities to Sales.
• Partner closely with Sales, Marketing, Customer Success, and Business Value teams on GTM initiatives and expansion opportunities.

You’re a Great Fit if:

• You have 2–4+ years of experience in a BDR, SDR, or GTM role within SaaS, HealthTech, or enterprise software.
• You’ve prospected into complex enterprise organizations and understand how to navigate long buying cycles and highly matrixed healthcare systems.
• You know how to build, not just operate, outbound workflows. You’ve personally built automations, enrichment pipelines, signal-triggered sequences, or AI-assisted prospecting workflows and can clearly explain how they work.
• You have hands‑on experience using AI tools or AI agents to automate research, personalization, enrichment, workflow orchestration, or outbound execution. This is a core requirement for the role.
• You have hands‑on experience with tools like HubSpot, Salesforce, ZoomInfo, LinkedIn Sales Navigator, Claude, or similar AI/GTM tooling.
• You’re comfortable engaging senior stakeholders through cold outreach, executive‑level conversations, and in‑person networking.
• You take a research‑driven approach to outbound and care more about pipeline outcomes than activity metrics alone.
• You’re highly self‑directed, naturally curious, and energized by experimentation and continuous improvement.

Nice to Have:

• Experience with ABM and intent platforms such as 6sense, Demandbase, Bombora, G2, Koala, or Terminus.
• Familiarity with healthcare market dynamics including IDNs, ACOs, enterprise procurement cycles, and complex healthcare buying environments.
• Experience working cross‑functionally with Product, Marketing, or Customer Success teams on customer expansion opportunities.
• Experience attending or prospecting through healthcare industry events such as HIMSS, HLTH, or ViVE.

We value in‑person collaboration and connection. For Bay Area–based employees, this role requires being in our San Mateo office at least three days a week. For remote employees, occasional travel to headquarters is expected for company‑wide events and onsite gatherings.

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