Sales Development Representative

About Us: mPulse is a leading Health Experience and Insights company dedicated to solving some of healthcare’s biggest challenges. mPulse combines predictive analytics and advanced digital experience technology to deliver business efficiencies and more equitable health outcomes at scale. That’s why 450+ healthcare organizations trust us to orchestrate personalized health journeys for their populations. 

Position Overview: As a Sales Development Representative (SDR), you will be an integral member of the Commercial team and will be immersed in a fast-paced, collaborative, and mission-driven environment. Reporting to the Senior Business Development Operations Manager, you will be responsible for creating qualified pipeline by identifying, engaging, and qualifying prospective customers across health plans, providers, and other healthcare organizations. 

Your primary objectives will be to generate high-quality meetings for Account Executives, convert marketing interest into sales opportunities, and execute targeted outreach aligned to key campaigns and market priorities. You will partner closely with Sales, Marketing, and Sales Operations to ensure every prospect interaction reflects mPulse’s value and expertise. 

The ideal candidate is a motivated, curious, and coachable professional who is comfortable with outbound prospecting, enjoys talking with customers, and is eager to build a career in healthcare technology sales. This hands-on role will give you the opportunity to make a visible impact on revenue growth while developing skills that support advancement into closing roles over time. 

Duties/Responsibilities 

Execute high-volume outbound prospecting through phone, email, LinkedIn, and other channels to generate qualified meetings with key stakeholders at target accounts.

Follow up promptly on inbound leads from webinars, events, content downloads, and marketing campaigns, converting interest into scheduled conversations for Account Executives.

Research target organizations and contacts to understand their business model, member populations, and potential fit with mPulse solutions.

Personalize outreach using insights from campaigns (e.g., CAHPS, HEDIS, Star Ratings, digital engagement, portals) and prospect roles, ensuring relevance and value in every touch.

Conduct initial discovery to identify prospect needs, challenges, and current engagement strategies, and document findings clearly in the CRM (Salesforce).

Qualify opportunities against defined criteria and schedule introductory meetings, demos, or discovery calls with the appropriate Account Executive.

Maintain accurate, up-to-date records of all activities, contacts, and opportunities in the CRM and associated sales tools, following established processes and SLAs.

Partner with Marketing to execute coordinated follow-up on campaigns, share feedback from conversations, and suggest improvements to messaging and targeting.

Collaborate with Sales leadership to prioritize territories, account lists, and personas that align with go-to-market strategy and revenue goals.

Participate in regular coaching, training, and role-playing sessions to continuously improve messaging, objection handling, and product knowledge.

Meet and consistently exceed weekly and monthly goals for activities, meetings set, and qualified opportunities created.

Represent mPulse in a professional, consultative manner in all interactions with prospects, partners, and internal stakeholders. 

Skills/Abilities/Experience: 

Strong written and verbal communication skills, with the ability to clearly articulate value propositions and tailor messages to different audiences.

Comfortable making outbound calls and engaging in early-stage sales conversations with senior leaders at health plans and provider organizations.

High level of proficiency or strong aptitude for learning sales tools and platforms, including CRM systems (e.g., Salesforce), sales engagement tools (e.g., Outreach, Gong Engage), and LinkedIn.

Demonstrated ability to manage time effectively, prioritize multiple tasks, and operate in a metric-driven, fast-paced environment.

Proven resilience, curiosity, and problem-solving skills, with a growth mindset and openness to feedback.

Ability to work collaboratively across teams, including Sales, Marketing, and Operations, to achieve shared pipeline and revenue goals.

Proven professionalism, attention to detail, and follow-through in documenting activities and next steps. 

Minimum Qualifications: 

1+ year of experience in a sales, business development, customer success, or other customer-facing role; internship or equivalent experience will be considered.

Experience working in B2B sales or marketing departments; prior exposure to SaaS or technology solutions preferred.

Bachelor’s degree in Business, Marketing, Communications, Healthcare, or a related field; or equivalent combination of education and relevant experience. 

Preferred Qualifications: 

Prior experience as an SDR/BDR in a SaaS or healthcare organization.

Familiarity with healthcare markets (health plans, providers, PBMs, health systems) and concepts such as member engagement, quality measures, or CAHPS/HEDIS.

Track record of meeting or exceeding activity and pipeline-generation targets. 

Physical Requirements: 

Ability to travel up to 5% of the time for team meetings, trainings, or industry events.

Ability to stand and sit for extended periods of time.

Ability to lift 10 lbs. weight.