Founding Enterprise Business Development Representative

SmithRx is a rapidly growing, venture-backed Health-Tech company focused on disrupting the Pharmacy Benefit Management sector. They are seeking a Founding Enterprise Business Development Representative to generate qualified pipeline with large self-funded employers and strategic partners, while developing the outbound sales playbook for the new BDR team.

Responsibilities:

• 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
• Pipeline contribution: Work to get a qualified pipeline created, with clear multi-threading and next steps
• Set 7-10 qualified enterprise meetings/month
• Consistently deliver detailed account research for enterprise target accounts. (Including current challenges, buying committee structure, broker/consultant influencers, incumbent PBM satisfaction)
• Broker/Partner-sourced pipeline: Establish 5–8 active consultant/broker relationships producing repeat opportunities
• Messaging chops: Show command of PBM value (formulary, pass-through economics, clinical programs, implementation) in discovery and initial objection handling
• Craft through experimentation the foundational playbooks for the BDR function at SmithRx

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
• 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