Job description
Open Position: Senior Sales Development Manager
Reports to: VP of Marketing
Location: Remote
About Us
HST Pathways is on a mission to transform healthcare with innovative software technology that enables surgery centers to provide more cost-efficient patient care and better outcomes. We’re a profitable, fully-remote $75M+ ARR vertical SaaS company backed by Bain Capital - growing fast and hiring top talent to fuel our next stage.
What we’re looking for:
We’re looking for someone who can take our SDR team to the next level to help scale our go-to-market engine and growth as a company.
You are inspiring, authentic, highly motivated, results-driven, and a fast learner. You want to work for a company with a positive work culture that is fast-paced and evolving. You believe that working for a diverse and inclusive organization is best and embody our values (listed below).
The value prop of this opportunity:
- Elevate the Sales Development program by using a proven playbook of best practices and developing innovative AI and automation enhancements designed to augment SDRs, not replace them
- Collaborate with other Revenue leaders who prioritize coaching, practice, and continuous improvement
- Contribute to a company that is making a true social impact
- Join the Bain Capital family of companies which provides accelerated learning and career progression opportunities
Your role in the organization:
Reporting to the VP of Marketing, the Senior Sales Development Manager will partner with Sales and Marketing leadership to execute against HST’s pipeline creation objectives. Key components of the role include:
Program Development
- Define, track, and manage team and individual KPIs and OKRs
- Partner with RevOps to optimize reporting and ad-hoc analysis
- Update and continuously improve the SDR playbook
- Optimize and improve the SDR tech stack (e.g. Outreach, Gong, our AI cold calling trainer, LinkedIn Sales Navigator, ChatGPT, Salesforce, ZoomInfo, etc.)
- Develop and implement a roadmap to add more AI and automation to help improve the SDRs (not replace them)
Recruiting and Training
- Attract, hire, develop, and retain world-class SDRs that fit with the ideal candidate profile and are poised to succeed at HST
- Onboard and ramp new hires to get up to speed quickly on the company, industry, and job
Ongoing Managing and Coaching
- Coach, mentor, and motivate a team of ~8 SDRs
- Help SDRs hit quota by providing candid feedback, conducting 1:1 coaching sessions, and advising on specific account pursuits
- Ensure adoption of key processes and tools across the team
- Conduct weekly trainings, run regular SPIFs, and develop a library of bite-sized trainings for common activities
- Prepare SDRs to progress in their careers at HST with options to become full cycle AEs, Inbound Marketers, Customer Success Managers, or RevOps Analysts
Sequence and Campaign Development and Optimization
- Collaborate with Inbound Marketing to launch integrated Inbound + Outbound + Sales campaigns across specialized plays and ABM campaigns
- Leverage existing Sales and Marketing content to develop effective prospecting sequences, and track sequence performance over time to optimize them
- Ensure the team reaches out to the right accounts with the right message at the right time
- Leverage existing intent signals to help prioritize accounts to target
Desired experience you’ll bring:
You are passionate about pipeline and rep development. You are a strong team player, but you’re also self-sufficient and enjoy being accountable for a key piece of the Go-to-Market motion. You believe world-class coaching and continuous improvement create a sustainable competitive advantage and are committed to getting better each and every day.
- Experience leading an outbound SDR team
- Effective communicator, sales coach, and motivator
- Comfortable spanning across strategic decision making and tactical execution
- Motivated and driven to exceed expectations in a team environment
- Understanding of modern Sales Development philosophies
- Proven creativity and problem-solving skills; ability to work around obstacles and solve problems with minimal direction
- Strong organizational/time management skills; ability to prioritize work and meet deadlines in a fast-paced environment
- AI fluency to improve SDR processes
When applying, please share your preferred cold calling framework. This can be created by someone else or one that you’ve created by combining others’ frameworks and your experience.
Team Culture:
- We go beyond the expected. We strive to be the difference in everything we do and look for ways to innovate and deliver beyond expectations.
- We thrive through collaboration. We invest in our team and take pride in the success of others.
- We strive to make a positive impact. We are passionate about our work and leverage our collective creativity and industriousness to make big things happen
- We sharpen and share our expertise. We aspire to learn, grow, and share knowledge.
- We love the journey. We never lose sight of the fact that we’re contributing to building a new model of healthcare delivery.
Perks & Benefits:
- Remote work environment
- Health benefits paid for employee
- Flexible Paid Time Off Policy
- 11 company holidays per year
- Paid parental leave
- 401K with matching contributions
- Learning and development allowance
- A diverse, inclusive, and fun team!
HST Pathways celebrates diversity and is steadfast in fostering an inclusive work environment where employees feel valued, respected, and engaged. We champion and nurture a culture where inclusiveness is instinctive and fuels innovation, connection, and a strong sense of “One Team”. HST is deeply committed to representing and reflecting the unique experiences, perspectives and viewpoints of our employees, customers, and the communities we serve.
