Director of Sales Development

How you will impact the organization…

We are seeking an entrepreneurial and results-driven Director of Sales Development to build and lead our Sales Development Representative (SDR) function from the ground up. This is a foundational role, critical to our company's ambitious growth objectives. You will be responsible for defining the SDR strategy, recruiting and onboarding a high-performing team, establishing best-in-class prospecting methodologies, and building a consistent, scalable pipeline of qualified opportunities for our Account Executive team. If you thrive on building, innovating, and driving measurable impact, this is your chance to leave a significant mark on a fast-growing organization.

The value you will deliver…

• Recruit, interview, and hire top-tier Sales Development Representatives. This includes defining the ideal candidate profile, structuring the interview process, and conducting initial interviews.
• Develop and implement a robust onboarding and training program for new SDRs, covering product knowledge, sales methodology, prospecting tools, messaging, and objection handling.
• Provide continuous coaching, mentorship, and performance management to foster a culture of high performance, accountability, and continuous improvement within the SDR team.
• Motivate and inspire the team through regular 1:1s, team meetings, performance reviews, and career development guidance.
• Develop and standardize outbound prospecting cadences (email, call, social) and messaging frameworks that are highly personalized and effective for heavy pipeline generation.
• Implement and optimize the SDR tech stack (CRM, sales engagement platforms, prospecting tools, data enrichment, etc.) to maximize efficiency and effectiveness.
• Create and maintain a comprehensive SDR playbook, outlining best practices for prospecting, discovery, qualification, and handoff to Account Executives.
• Work closely with Marketing to align on lead generation efforts, content creation, and campaign execution to support SDR outreach.
• Partner with Sales Operations to ensure data integrity within the CRM and optimize reporting.
• Drive the team to consistently achieve and exceed targets for qualified meetings booked.
• Monitor and manage daily/weekly activity metrics, conversion rates, and pipeline health.
• Implement A/B testing on messaging and outreach strategies to identify and scale best practices.
• Ensure smooth and effective handoff of qualified opportunities to Account Executives, fostering strong alignment between SDR and AE teams.
• Collaborate closely with Sales leadership, Marketing, Product, and Customer Success to ensure seamless GTM execution and customer journey.
• Represent the SDR team's needs and successes to senior leadership.
• Perform other duties and responsibilities as required, assigned, or requested. Consensus reserves the right to add or change duties at any time.

What you will bring to the table…

• 8+ years of progressive experience in Sales Development, with at least 2-3 years in a leadership role managing an SDR or BDR team
• Demonstrated experience in building and scaling an SDR function from the ground up. You've successfully designed processes, hired talent, and driven measurable results in a startup or rapid-growth environment
• Proven expertise in modern prospecting methodologies (cold calling, personalized email, social selling) and pipeline generation strategies
• Strong analytical skills with the ability to define metrics, analyze data, and derive actionable insights to optimize performance
• Proficiency with leading sales tech stack tools including CRM (Salesforce), Sales Engagement Platforms, and prospecting/data tools (LinkedIn,, ZoomInfo, Gong.io, etc.)
• Exceptional leadership, coaching, and mentoring skills. You inspire, empower, and develop your team members
• Excellent communication (written and verbal), presentation, and interpersonal skills
• Highly organized, detail-oriented, and able to manage multiple priorities in a fast-paced environment
• Strategic thinker with a hands-on approach and a bias for action
• Strong understanding of sales methodologies (e.g., MEDDIC, Challenger, SPIN Selling,) and lead generation best practices. Problem centric selling is a must
• Tech-savvy with a strong understanding of cloud computing technologies and their application in the healthcare industry
• Passion for the healthcare IT space and a keen interest in emerging technologies like AI
• Proficient in Google Workspace and Salesforce
• Experience with prospecting tools (Outreach, SalesLoft, Gong, Zoominfo, etc)
• Driven and self-motivated to exceed quotas
• Analytical and data driven
• Strong reporting skills and ability to drive initiatives off data
• Strong sense of urgency to build a healthy sales pipeline
• Strong prospecting skills with a hunter mentality
• Persistence to overcome rejections
• Coachable, driven to expand knowledge
• Agile and adaptable to evolving business needs
• Advanced communication skills, both verbal and written
• Exceptional presentation skills
• Ability to explain complex, technical concepts to a wide variety of audiences
• Highly collaborative mentality
• Strong critical thinking 
• Creative problem solving

You will stand out if you also have…

• Demonstrable knowledge of healthcare IT systems, including Electronic Health Records (EHR), Practice Management Systems, Revenue Cycle Management (RCM) software, telehealth platforms, health information exchanges (HIE), and data analytics platforms. Ability to discuss these technologies confidently with healthcare IT professionals and executives
• Possesses a strong network of relationships with key decision-makers and influencers within leading healthcare organizations (e.g., hospital systems, payers, provider groups)

Additional details…

• Location requirements: Fully remote within the U.S.
• Travel requirements: Up to 10% travel
• Physical requirements: Must be able to sit for long periods, as well as, handle long periods of screen time.
• Technology requirements: Reliable, high speed internet
• Eligible for sponsorship: No

The salary range for this role is $120,000 - $140,000 USD annually. The total compensation package for this position is negotiable and may also include annual performance bonus, ESPP, enhanced time off packages and benefits. This job doesn't have an expiration date and will remain open until a qualified candidate is hired.