Sales Development Representative - Empower

Össur; United States; On-site; USD 54,000 - 68,000; Full time

Benefits offered by this job

Medical, Dental, and Vision Benefits

401(k) Retirement Plan with match

Paid holidays

Vacation days and sick leave

Parental bonding leave

Volunteer days

Job summary

Embla Medical is seeking an Empower Sales Development Representative to drive early-stage EmpowerX opportunities. You will analyze markets, prioritize accounts, and lead discovery with diverse stakeholders to determine fit and next steps.

The role emphasizes independent decision-making, pipeline development, and collaboration with the Empower sales team to hand off qualified demonstrations for progression.

Qualifications

• Bachelor’s degree or equivalent with relevant experience.
• 3–5 years in consultative business development or healthcare/tech sales.
• Experience identifying target accounts, developing strategies, and managing a pipeline.
• Ability to conduct discovery with multiple stakeholders and qualify opportunities.

Responsibilities

• Analyze markets and identify high-potential accounts for EmpowerX.
• Generate leads via research, outreach, referrals, and events; develop prospecting strategies.
• Lead discovery discussions with administrators and leaders; assess needs and fit.

Skills

CRM proficiency

Consultative selling

Market analysis

Communication skills

Account prioritization

Education

Bachelor’s degree or equivalent

Tools

Salesforce CRM

MS Outlook

Teams

PowerPoint

Excel

Sales engagement tools

Job description

About Us

Össur is a leading global provider of innovative mobility solutions that help people live a Life Without Limitations®. Significant ongoing investment in research and development has led to over 2,100 patents, award-winning designs, and successful clinical outcomes. Össur is focused on improving people’s mobility through the delivery of Prosthetics and Bracing & Supports solutions. Helping people live a Life Without Limitations is why we exist as a company.

About the Role

The Empower Sales Development Representative independently develops and manages the early-stage sales pipeline for EmpowerX within an assigned market. This position analyzes market opportunities, selects and prioritizes target accounts, creates account-specific prospecting strategies, leads consultative discovery, evaluates customer needs and business potential, and determines whether opportunities should advance, remain in development, be redirected, or be disqualified. The SDR uses market intelligence, CRM data, stakeholder input, and independent judgment to allocate prospecting effort, recommend market-development priorities, and generate qualified demonstrations and accepted pipeline opportunities for the Empower sales team. After qualification, the SDR provides a clear handoff to the Business Solutions Manager, who leads the EmpowerX demonstration and later stages of the sales process. This position works with limited day-to-day supervision and is accountable for decisions across the assigned early-stage pipeline.

This is a remote-eligible position in the following states: AZ, AR, CA, CO, FL, GA, ID, IL, IA, LA, MA, MN, NV, NH, NJ, NC, RI, TN, TX, WI, and Washington DC.

What You’ll Do

Market Strategy & Pipeline Development

Independently analyze the assigned market and identify, select, and prioritize prospective accounts with the strongest potential for EmpowerX.

Generate new leads through account research, outbound prospecting, professional networks, referrals, conferences, and digital channels.

Develop and adjust account-specific prospecting strategies, messaging, outreach methods, and follow-up plans based on market findings and prospect response.

Own and manage a portfolio of prospective EmpowerX accounts, including pipeline priorities, resource allocation, follow-up cadence, and early-stage forecasting.

Discovery & Opportunity Management

Lead consultative discovery conversations with practice administrators, DME leaders, physicians, finance leaders, and operational stakeholders.

Evaluate each prospect’s DME workflow, operational and financial needs, technology environment, stakeholder alignment, buying readiness, and potential value to EmpowerX.

Exercise independent judgment to determine whether an opportunity should advance to a demonstration, remain in development, be redirected to another Össur resource, or be disqualified.

Provide the Business Solutions Manager with a complete handoff that includes the business case, stakeholder needs, current process, known barriers, timing, and recommended next step.

Business Insights & Sales Coordination

Use CRM data, pipeline results, and market feedback to adjust account-development strategies and maintain an accurate early-stage forecast.

Identify recurring customer needs, objections, competitive patterns, and market opportunities, and provide recommendations to Empower leadership regarding target segments, campaign priorities, messaging, and sales tools.

Coordinate account ownership with Business Solutions Managers, Area Managers, Marketing, and Sales Leadership while retaining responsibility for the assigned early-stage pipeline.

Achieve assigned goals for qualified demonstrations, accepted opportunities, and pipeline development while maintaining accurate CRM records.

Who You Are

• Experience: Bachelor’s degree or an equivalent combination of education and relevant experience.
• Three to five years of experience in consultative business development, healthcare technology sales, SaaS sales, medical sales, or complex inside sales.
• Demonstrated experience independently identifying target accounts, developing account strategies, generating new leads, and managing an early-stage sales pipeline.
• Experience conducting business discovery with multiple stakeholder types and making opportunity-qualification decisions.
• Experience using CRM data and market information to prioritize work and recommend changes to sales strategy.

• Skills: Strong business judgment and the ability to evaluate incomplete information, compare possible courses of action, and make supportable decisions.
• Clear written and verbal communication with a professional, natural phone and email presence.
• Ability to lead discovery conversations, identify business problems, and connect customer needs to the potential value of a software and services solution.
• Ability to develop prospecting strategies for different account types and stakeholder groups.
• Self-directed work habits with the ability to manage priorities, maintain follow-up commitments, and make decisions without immediate supervision.
• Strong account organization, pipeline management, forecasting, and CRM discipline.
• Ability to work across sales, marketing, product, and operational teams while maintaining clear ownership of the early-stage pipeline.
• Proficiency with Salesforce or another CRM, Microsoft Outlook, Teams, PowerPoint, Excel, and sales engagement tools.
• Knowledge of DMEPOS, orthopedic practice operations, revenue-cycle workflows, or healthcare software preferred.

Why You’ll Feel Good Working Here

Join our team if you want to make a lasting impact; we will support you along the way.

We value a diverse working environment and a welcoming and fun company culture.

We empower our colleagues and encourage close collaboration, allowing us to develop the best products and maintain the highest possible standards of care.

Competitive Compensation Packages

• Medical, Dental, and Vision Benefits
• 401(k) Retirement Plan with employer matching contribution
• 9 paid holidays
• 13 vacation days, birthday and two (2) volunteer day
• 8 sick days within your first year of employment
• Paid Parental Bonding

Travel & Physical Requirements

• Travel up to 10% for company meetings, conferences, field support, or training.
• Attend the National Sales Meeting and assigned team meetings.
• Potential for 1-2 weekends a year assisting at trade shows.
• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• While performing the duties of this job, the employee is regularly required to talk or hear.
• The employee frequently is required to sit.
• The employee is occasionally required to stand; walk; use hands to finger, handle, or feel; and reach with hands and arms.
• The employee must frequently lift and/or move up to 10 pounds.
• Specific vision abilities required by this job include close vision, color vision, and ability to adjust focus.

Compensation

Base Salary Range: $54,500 - $68,000

On Target Earnings: $93,500 - $107,000 Uncapped commission structure & high-income potential

Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Embla Medical

Embla Medical is a leading global provider of innovative mobility solutions that help people live a Life Without Limitations®. At Embla Medical, we are dedicated to improving people’s mobility. We do this with compassion and innovation, from how we design our award-winning mobility solutions to how we operate our network of patient care clinics. Embla Medical is home to Össur, a leading global provider of prosthetics and bracing and supports solutions; FIOR & GENTZ, an innovative developer of neuro orthotics; and College Park, creators of custom-built prosthetic solutions. Embla Medical also provides patients with world-class care through a global network of Orthotic and Prosthetic (O&P) facilities, operating under various brand names.

People & Values

The way we work is unique. We empower our colleagues worldwide and encourage close collaboration, allowing us to develop the best products and maintain the highest possible standards of care.

Our values – honesty, frugality and courage – are the glue that binds us together and form the foundation of our company culture.

Joining Embla Medical is not just about doing your job, it’s more than that. The patients we care for depend on us to help them get back their freedom and livelihood. That is what drives us all to go to work, each day.

Equal Opportunity

Embla Medical is an equal opportunity employer and makes employment decisions on the basis of merit. We want to have the best available individual in every job.

Embla Medical's equal opportunity policy prohibits all discrimination (based on race, color, creed, sex, religion, marital status, age, national origin or ancestry, physical disability, mental disability, military service, pregnancy, child birth or related medical condition, actual or perceived sexual orientation, or any other consideration made unlawful by local laws around the world). Embla Medical is committed to complying with all applicable laws providing equal employment opportunities. This commitment applies to all individuals involved in the operations of Embla Medical and prohibits discrimination by any employee of Embla Medical, including supervisors and co-workers.