Sales Development Lead

HartleyCo; San Francisco (CA); On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Direct access to the founder

Job summary

HartleyCo in San Francisco is seeking an experienced healthcare sales leader to build the outbound motion from scratch for a seven-figure SaaS startup used by 5,000+ clinicians. You will own outbound playbook, ICP, messaging, tooling, and initial SDR team, reporting, and pipeline metrics.

You’ll stay hands-on, coach through live calls, shape GTM strategy, and prepare for a potential Series A. This is not an inherited SDR role; you’ll build the function and scale it.

Qualifications

• Healthcare sales experience selling into clinics, practices, physician groups or healthcare organisations.
• 5+ years of B2B SaaS sales or GTM experience.
• 2+ years leading SDRs or BDRs.
• Experience building or redesigning an outbound motion.
• Strong cold-calling and objection handling.
• Ability to set up outbound tooling and reporting.
• Experience hiring, ramping and coaching early-career salespeople.
• Track record of managing funnel and pipeline metrics.
• Hands-on willingness in an early-stage environment.

Responsibilities

• Build the outbound playbook from zero.
• Define ICP, targeting, messaging and qualification process.
• Set up the dialer, sequencer, CRM and reporting.
• Personally test scripts and cold-call campaigns.
• Hire and develop the initial SDR team.
• Coach through live calls, reviews and objection handling.
• Own meetings booked, qualified pipeline and opportunity quality.
• Support early deals and help shape the broader GTM strategy.
• Play a central role in preparing the company for a potential Series A.

Skills

Healthcare sales

B2B SaaS sales

SDR/BDR leadership

Outbound motion design

Cold calling

Sales tooling & reporting

Hiring & coaching

Funnel & pipeline management

Hands-on leadership

Tools

CRM (Salesforce)

Dialer/Sequencer setup

Job description

Build the outbound engine for a seven-figure healthcare AI startup, from scratch.

The product is already used by 5,000+ clinicians, the business has raised several million dollars and there are multiple years of runway.

Growth to date has been driven largely through paid acquisition. Now, the company wants an experienced healthcare sales leader to build the outbound motion that takes it into its next phase of growth.

This is not an SDR management role where you inherit an established team and playbook.

You’ll create the function yourself, prove the motion on the phones and then build the team around it.

You’ll have the ownership to:

• Build the outbound playbook from zero
• Define the ICP, targeting, messaging and qualification process
• Set up the dialler, sequencer, CRM and reporting
• Personally test scripts and cold-call campaigns
• Hire and develop the initial SDR team
• Coach through live calls, reviews and objection handling
• Own meetings booked, qualified pipeline and opportunity quality
• Support early deals and help shape the broader GTM strategy
• Play a central role in preparing the company for a potential Series A

For the right person, this could develop into the senior commercial leadership role responsible for scaling the function.

What we’re looking for:

You’ll need genuine healthcare sales experience. This means having sold directly into clinics, practices, physician groups or healthcare organisations, rather than joining a company that later expanded into healthcare.

You should also have:

• 5+ years of B2B SaaS sales or GTM experience
• 2+ years leading SDRs or BDRs
• Experience building or materially redesigning an outbound motion
• Strong cold-calling and objection-handling fundamentals
• The ability to set up outbound tooling and reporting yourself
• Experience hiring, ramping and coaching early-career salespeople
• A track record of managing through funnel and pipeline metrics
• The willingness to remain hands-on in an early-stage environment

Experience selling EHR, RCM, clinical documentation, patient communication, medical devices or healthcare workflow software would be particularly relevant.

• Full-time and onsite in San Francisco
• Direct access to the founder
• Seven-figure revenue and 5,000+ clinicians already using the product
• Significant ownership over the company’s commercial direction

This is for someone who wants to build a sales function, not simply manage one.