Founding Business Development Representative

Role Overview

• Own top-of-funnel sales motion for enterprise:
• Create the BDR playbook for outbound prospecting
• Source new sales opportunities through outbound outreach and inbound qualification
• Grow top of funnel sales through warm and outbound prospecting campaigns
• Qualify with rigor: Run discovery to uncover current PBM challenges, member pain points, renewal timelines, and decision criteria; set high-quality meetings for AEs.
• Personalized outreach at scale: Partner with marketing & Sales VPs to craft & execute outreach sequences, call talk tracks, and value-led messaging that map SmithRx’s transparent, pass-through PBM model to personalized buyer pain points
• Research companies and add prospects to our outbound lists
• Funnel/Pipeline hygiene & forecasting: Maintain meticulous CRM notes, activity logging, lead source attribution, conversion metrics, and next steps to provide visibility to the Go-To-Market team.

Requirements

• 3-4 years in BDR/SDR or inside sales roles; enterprise healthcare or employer benefits experience is a plus (PBM, health plan, care navigation, digital health).
• Proven performance against pipeline targets in complex, multi-stakeholder sales cycles.
• Excellent listening, research, and communications (verbal/written) skills; comfortable speaking with HR/Benefits leaders, CFO/Finance, and consultants.
• CRM and sequencing fluency (Salesforce, Outreach/Salesloft), plus data tools (ZoomInfo, Apollo, LinkedIn Sales Navigator).
• A builder’s mindset—experimenting, measuring, and iterating on outreach plays.
• Bonus nice to haves:
• Experience selling into benefits consultants/brokers.
• Familiarity with PBM mechanics (rebates, formularies, pass-through vs spread pricing) and employer plan design.
• History of success in a high-growth, mission-driven health tech company.

Tech Stack

• Apollo
• Go

Benefits

Highly competitive wellness benefits including Medical, Pharmacy, Dental, Vision, and Life Insurance and AD&D Insurance Flexible Spending Benefits 401(k) Retirement Savings Program Short-term and long-term disability Discretionary Paid Time Off Paid Company Holidays Wellness Benefits Commuter Benefits Paid Parental Leave benefits Employee Assistance Program (EAP) Well-stocked kitchen in office locations Professional development and training opportunities