Sales Development Lead

HartleyCo; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Job summary

HartleyCo in San Francisco is seeking a senior outbound sales leader to build the function from the ground up for a healthcare AI startup. You will own the outbound motion, define ICP, messaging, tooling, and reporting, and personally test scripts and campaigns.

You’ll hire and coach the initial SDRs, manage funnel metrics, and shape the broader GTM strategy as the company prepares for a potential Series A. This is a hands-on leadership role with significant ownership.

Qualifications

• 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 fundamentals.
• Ability to set up outbound tooling and reporting yourself.
• Experience hiring, ramping and coaching early-career salespeople.
• Track record managing funnel and pipeline metrics.
• Willingness to remain hands-on 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 shape broader GTM strategy.
• Play a central role in preparing for potential Series A.

Skills

Healthcare sales

Cold calling

Leadership experience

GTM strategy

Tools

Dialer

CRM

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.