Business Development Representative

Must already be located within 40 minutes of Carlsbad to apply.

At Populate, we're building AI-native software that removes operational friction across healthcare practices.

Healthcare is one of the largest industries in the world, yet most medical practices still rely on fragmented software, manual workflows, and administrative processes that consume enormous amounts of staff time. Clinicians and administrators spend hours every day on patient intake, scheduling, follow-up calls, documentation, insurance workflows, and other repetitive tasks.

Our platform includes a next-generation EMR and Rachel, our voice AI agent that integrates directly into existing healthcare systems. Rachel handles patient-facing and administrative workflows at scale, helping practices operate more efficiently while delivering a better experience for staff and patients.

We're building technology that allows healthcare teams to focus less on administrative work and more on patient care.

Role Overview

We're looking for a highly motivated Business Development Representative to help drive Populate's growth.

This is a sales-first role. We are not looking for consulting experience, healthcare experience, customer success experience, or general business experience. We are looking for people who have demonstrated success in sales and want to build a career in sales.

You will work directly with the founding team to generate pipeline, create opportunities, and introduce healthcare leaders to a product that is fundamentally changing how medical practices operate.

This is a high-activity outbound role. You should expect to make 50-75 cold calls per day, consistently engage decision-makers, and develop the discipline required to succeed in a fast-growing startup environment.

Key Responsibilities

• Execute high-volume outbound prospecting through phone, email, and LinkedIn outreach

• Make 50-75 cold calls per day to practice owners, administrators, and healthcare decision-makers

• Research and identify ideal customer profiles within private healthcare practices

• Secure meetings and qualified opportunities for Account Executives and leadership

• Follow up with inbound leads and marketing-generated opportunities

• Develop a deep understanding of medical practice operations and the challenges our customers face

• Maintain accurate pipeline, activity, and prospect data within our CRM

• Consistently achieve and exceed activity and pipeline generation targets

What We're Looking For

• 1+ years of sales experience required

• Proven ability to meet or exceed goals in a sales environment

• Strong communication skills and confidence on the phone

• Competitive, resilient, and motivated by performance

• Comfortable handling rejection and maintaining a high volume of activity

• Highly coachable with a desire to continuously improve

• Organized and disciplined in managing follow-up and pipeline

• Excited to work in-person with a fast-moving startup team

The Ideal Candidate

• Has experience in outbound prospecting, cold calling, or business development

• Wants to build a long-term career in sales

• Thrives in competitive environments

• Takes ownership of results rather than making excuses

• Is energized by ambitious goals and accountability

• Wants direct access to founders and leadership

Why Populate

• Work directly with the founders and leadership team

• Sell AI technology solving real operational problems for healthcare providers

• Learn modern outbound sales from a high-performing team

• Clear path for growth into Account Executive and future sales leadership roles

• Join a company at an early stage where individual performance has a meaningful impact on company growth

• Competitive base salary ($60k) plus uncapped commission OTE $90k

If you're looking for a comfortable sales job, this probably isn't the right fit.

If you're competitive, coachable, willing to put in the work, and want to accelerate your career in sales, we'd like to hear from you.