Remote SDR Leader: Build & Scale HealthTech Pipeline

Documo Inc; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible remote work

Ground-floor SDR program

Equity opportunities

401(k) match

Job summary

Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries.

We are looking for a strong coach and builder. You will coach reps research, messaging, and qualifying, and you’ll design the program foundation that scales as the team grows. This fully remote role follows Eastern Time hours.

Qualifications

• Proven background in B2B SaaS sales development, both as an SDR and as an SDR manager.
• Track record of hitting team pipeline targets.
• Strong grasp of sales methodologies (e.g., Challenger, MEDDIC) and experience coaching early-career reps.
• Passionate about coaching, mentoring, and developing sales talent.
• Highly organized, with a disciplined approach to onboarding and training cadences.
• Hands-on leader who joins calls, reviews recordings, and gives real-time feedback.
• Data-driven, using Salesforce and sales engagement metrics as coaching inputs.
• Thrives working independently in a fast-paced, fully remote environment.
• Experience in technical or compliance-heavy sales (e.g., healthcare, HIPAA, APIs) is a plus

Responsibilities

• Lead, manage, and scale Documo’s sales development function.
• Set up qualification frameworks, messaging, KPIs, and SDR-to-AE handoff processes.
• Design outbound campaigns across cold calling, email, social selling, and events.
• Select, configure, and drive adoption of the SDR tech stack, including Salesforce.
• Document the program in a repeatable SDR playbook that scales as the team grows.
• Guide SDRs to consistently exceed performance targets.
• Own metrics for activity, meetings booked, opportunity conversion, and pipeline generation.
• Report pipeline metrics, conversion rates, and coaching progress to executive leadership.
• Coach reps on account research, messaging, prospecting calls, and objection handling.
• Put the Documo Sales Playbook and ICP Persona Playbooks into practice.
• Run call reviews, email reviews, and roleplays that give reps specific, actionable feedback.
• Assess each rep’s strengths and gaps and build individual development plans.
• Motivate through skill-building and understanding rather than pressure.
• Partner with Enablement and Product Marketing to make sure reps know the product and value proposition well

Skills

B2B SaaS sales

SDR management

Coaching & mentoring

Sales leadership

Data-driven

Tools

Salesforce

Job description

Documo is seeking an experienced Sales Development Manager to build and lead our SDR program. Your team will research accounts, run multi-channel outreach, and qualify leads for Account Executives across healthcare, health tech, and other regulated industries.

We are looking for a strong coach and builder. You will coach reps research, messaging, and qualifying, and you’ll design the program foundation that scales as the team grows. This fully remote role follows Eastern Time hours.