Sales Development Representative

mPulse; United States; Remote; USD 52,000 - 75,000; Full time

Benefits offered by this job

Remote-First & Flexible PTO

100% Company-Paid Employee Coverage (M

401(k) + 4% Match

6 Weeks Parental Leave

Invest in You — 30-60-90 day plans

Culture of Recognition

Job summary

mPulse is seeking a Sales Development Representative to join our Commercial team. You will drive outbound prospecting and rapid qualification of health-plan and provider opportunities, collaborating with Account Executives to generate meetings and demos.

You will work in a remote-first environment, leveraging Salesforce and modern sales tools to track activity, nurture leads, and optimize campaigns. A strong communicator with a growth mindset excels here and advances pipeline and revenue goals.

Qualifications

• 1+ year in a sales/customer-facing or equivalent role.
• Experience in B2B SaaS or technology environments preferred.
• Bachelor’s degree or equivalent combination of education and experience.

Responsibilities

• Execute high‑volume outbound prospecting via phone, email, LinkedIn to generate qualified meetings.
• Follow up promptly on inbound leads from webinars, events, and campaigns.
• Research target organizations and contacts to assess fit with mPulse solutions.
• Personalize outreach using campaign insights and prospect roles for relevance.
• Conduct discovery to identify needs and document findings in Salesforce.
• Qualify opportunities and schedule meetings or demos with Account Executives.
• Maintain accurate CRM records and tracking in sales tools per SLAs.
• Collaborate with Marketing to optimize messaging and targeting.
• Work with Sales leadership to prioritize territories and personas.
• Engage in coaching and training to improve performance and product knowledge.
• Meet or exceed weekly/monthly activity and pipeline targets.
• Represent mPulse professionally with prospects and internal teams.

Skills

Strong communication

Outbound prospecting

CRM proficiency

Time management

Resilience

Team collaboration

Documentation & follow-up

Education

Bachelor's degree in Business, Marketing, Communications, Healthcare, or related field

Tools

Salesforce

Outreach

Gong Engage

LinkedIn

Job description

About mPulse:

mPulse is the leader in conversational AI and member engagement for healthcare. We partner with the nation's most innovative health plans — Medicare Advantage, Medicaid, and Commercial — to engage members in conversations that close care gaps, improve Stars ratings, and drive better health outcomes. Our platform reaches tens of millions of Americans and is built on the belief that better health starts with better conversations.

About Us:

mPulse is a leading Health Experience and Insights company dedicated to solving some of healthcare’s biggest challenges. mPulse combines predictive analytics and advanced digital experience technology to deliver business efficiencies and more equitable health outcomes at scale. That’s why 450+ healthcare organizations trust us to orchestrate personalized health journeys for their populations.

Position Overview:

As a Sales Development Representative (SDR), you will be an integral member of the Commercial team and will be immersed in a fast-paced, collaborative, and mission‑driven environment. Reporting to the Senior Business Development Operations Manager, you will be responsible for creating qualified pipeline by identifying, engaging, and qualifying prospective customers across health plans, providers, and other healthcare organizations.

Your primary objectives will be to generate high‑quality meetings for Account Executives, convert marketing interest into sales opportunities, and execute targeted outreach aligned to key campaigns and market priorities. You will partner closely with Sales, Marketing, and Sales Operations to ensure every prospect interaction reflects mPulse’s value and expertise.

Duties/Responsibilities

• Execute high‑volume outbound prospecting through phone, email, LinkedIn, and other channels to generate qualified meetings with key stakeholders at target accounts.
• Follow up promptly on inbound leads from webinars, events, content downloads, and marketing campaigns, converting interest into scheduled conversations for Account Executives.
• Research target organizations and contacts to understand their business model, member populations, and potential fit with mPulse solutions.
• Personalize outreach using insights from campaigns (e.g., CAHPS, HEDIS, Star Ratings, digital engagement, portals) and prospect roles, ensuring relevance and value in every touch.
• Conduct initial discovery to identify prospect needs, challenges, and current engagement strategies, and document findings clearly in the CRM (Salesforce).
• Qualify opportunities against defined criteria and schedule introductory meetings, demos, or discovery calls with the appropriate Account Executive.
• Maintain accurate, up‑to‑date records of all activities, contacts, and opportunities in the CRM and associated sales tools, following established processes and SLAs.
• Partner with Marketing to execute coordinated follow‑up on campaigns, share feedback from conversations, and suggest improvements to messaging and targeting.
• Collaborate with Sales leadership to prioritize territories, account lists, and personas that align with go‑to‑market strategy and revenue goals.
• Participate in regular coaching, training, and role‑playing sessions to continuously improve messaging, objection handling, and product knowledge.
• Meet and consistently exceed weekly and monthly goals for activities, meetings set, and qualified opportunities created.
• Represent mPulse in a professional, consultative manner in all interactions with prospects, partners, and internal stakeholders.

Skills/Abilities/Experience

• Strong written and verbal communication skills, with the ability to clearly articulate value propositions and tailor messages to different audiences.
• Comfortable making outbound calls and engaging in early‑stage sales conversations with senior leaders at health plans and provider organizations.
• High level of proficiency or strong aptitude for learning sales tools and platforms, including CRM systems (e.g., Salesforce), sales engagement tools (e.g., Outreach, Gong Engage), and LinkedIn.
• Demonstrated ability to manage time effectively, prioritize multiple tasks, and operate in a metric‑driven, fast‑paced environment.
• Proven resilience, curiosity, and problem‑solving skills, with a growth mindset and openness to feedback.
• Ability to work collaboratively across teams, including Sales, Marketing, and Operations, to achieve shared pipeline and revenue goals.
• Proven professionalism, attention to detail, and follow‑through in documenting activities and next steps.

Minimum Qualifications

• 1+ year of experience in a sales, business development, customer success, or other customer‑facing role; internship or equivalent experience will be considered.
• Experience working in B2B sales or marketing departments; prior exposure to SaaS or technology solutions preferred.
• Bachelor’s degree in Business, Marketing, Communications, Healthcare, or a related field; or equivalent combination of education and relevant experience.

Preferred Qualifications

• Prior experience as an SDR/BDR in a SaaS or healthcare organization.
• Familiarity with healthcare markets (health plans, providers, PBMs, health systems) and concepts such as member engagement, quality measures, or CAHPS/HEDIS.
• Track record of meeting or exceeding activity and pipeline‑generation targets.

Physical Requirements

• Ability to travel up to 5% of the time for team meetings, trainings, or industry events.
• Ability to stand and sit for extended periods of time.
• Ability to lift 10 lbs. weight.

Why mPulse?

• Remote-First & Flexible PTO — work from wherever you're most productive
• 100% Company-Paid Employee Coverage - Medical, dental, and vision plans with a 100% company-paid employee‑only option, plus company contributions toward dependent coverage and company-paid life and disability insurance.
• 401(k) + 4% Match — with financial advisors to help you plan
• 6 Weeks Parental Leave
• Invest in You — 30-60-90 day plans and frequent training
• Culture of Recognition — peer-to-peer bonuses & team celebrations

Equal Opportunity

mPulse is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Employment decisions at mPulse are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, or any other characteristic protected by applicable law.

• If you require any accommodations during the application, interview, or assessment process due to a disability or any other accessibility‑related concern, please do not hesitate to reach out to our People Ops and Recruiting team at [e-mail]