Sales Development Lead

HartleyCo; San Francisco (CA); On-site; USD 180,000 - 270,000; Full time

Benefits offered by this job

HartleyCo perks

Job summary

HartleyCo seeks a hands-on outbound sales leader for a seven-figure healthcare AI startup in San Francisco. You will design and own the outbound motion, define ICP and messaging, and set up the tooling stack.

You will test scripts, hire and coach the initial SDRs, and drive booked meetings and pipeline while shaping broader GTM strategy. Expect to remain hands-on in an early-stage environment, with potential progression to senior commercial leadership as the function scales.

Qualifications

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Responsibilities

• Own outbound playbook from zero and prove the motion on the phones
• Define ICP, targeting, messaging and qualification process
• Set up dialer, sequencer, CRM and reporting
• 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 shape broader GTM strategy
• Position for a potential Series A and possible senior leadership role

Skills

Healthcare sales

B2B SaaS

Outbound motion

Leadership SDRs/BDRs

Cold-calling

CRM

Tools

CRM

Dialer/Sequencer

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.