SDR, Health Plans/Systems

virtahealth; United States; Remote; USD 59,000 - 77,000; Full time

Job summary

Virta Health is a remote-first company bringing cutting-edge healthcare tech to patients. The SDR role focuses on health plans and health systems, supporting three Directors of Sales to grow enterprise opportunities in the US.

You will map accounts, execute multi-channel outbound campaigns, qualify leads, and maintain CRM hygiene while articulating Virta's value with performance-based contracts and cost-saving outcomes.

Qualifications

• 1–2+ years of outbound selling experience in healthcare SaaS or health plans/payers.
• Strong organizational skills to support 3 Directors of Sales.
• Proven ability to convert marketing/event leads into opportunities.
• Willingness to make frequent cold calls and conduct deep account research.
• Experience with structured outreach using sequence-based tools (Outreach, Salesloft).
• Proactive use of AI tools to improve output.

Responsibilities

• Strategic Territory & Account Mapping: research targeted health plans and health systems to identify key stakeholders.
• Multi-Channel Outbound Prospecting: execute high-volume, personalized campaigns via cold calls, emails, and LinkedIn.
• Lead Conversion Mastery: own follow-up on marketing/event leads and convert high-intent prospects.
• Cross-Functional Team Support: assist three Directors of Sales and maintain CRM hygiene.
• Value Proposition Articulation: explain Virta's model, including performance-based fees and deprescribing medications to reduce spend.

Skills

Outbound selling

Healthcare SaaS

Organization & stakeholder mgmt

Lead conversion

Cold calling

Sequence-based prospecting

AI tools usage

Tools

Outreach

Salesloft

Job description

Virta Health is on a mission to reverse metabolic disease in one billion people. Current treatment approaches aren’t working—over half of US adults have either type 2 diabetes or prediabetes, and obesity rates are at an all-time high. Virta is changing this by helping people reverse their metabolic condition through innovations in technology, personalized nutrition, and virtual care delivery reinvented from the ground up. We have raised over $350 million from top-tier investors, and partner with the largest health plans, employers, and government organizations to help their employees and members restore their health and take back their lives. Join us on our mission to reverse metabolic disease in one billion people.

As an SDR focusing on health plans and health systems, you aren't just selling another standard B2B software package—you are bringing a clinically proven, life-saving reversal treatment to the massive healthcare market. You will sit at the intersection of cutting-edge digital health and strategic healthcare finance, acting as a critical growth engine by supporting three of our enterprise Directors of Sales. This role offers the unique opportunity to master complex healthcare sales dynamics (like navigating GLP-1 cost-containment and performance-based contracts) while directly driving the pipeline that enables Virta to scale its impact. If you want to build a career in elite healthcare sales while genuinely changing the trajectory of American chronic disease, this is the ultimate launchpad.

Responsibilities

• Strategic Territory & Account Mapping: Conduct deep, thorough research into targeted health plans (payers) and major health systems to map out executive hierarchies and identify key clinical and financial stakeholders.

• Multi-Channel Outbound Prospecting: Execute high-volume, highly personalized outbound campaigns using a structured, sequence-based approach via cold calling, tailored emails, and LinkedIn outreach.

• Lead Conversion Mastery: Own and aggressively follow up on marketing and event-generated leads, rapidly qualifying them and converting high-intent healthcare prospects into commercial opportunities.

• Cross-Functional Team Support: Act as the operational backbone for three enterprise Directors of Sales, managing calendar handoffs, coordinating regional strategies, and maintaining immaculate data hygiene within our CRM.

• Value Proposition Articulation: Learn and clearly communicate the complex clinical and financial components of Virta's model, including our performance-based fee structures and ability to safely deprescribe medications to reduce healthcare spend.

90 Day Plan

Within your first 90 days at Virta, we expect you will do the following:

• 30 Days: Complete deep-dive onboarding on the Virta clinical treatment, our performance-based contract model, and the healthcare payer landscape, while establishing alignment and workflows with your three assigned Directors of Sales.

• 60 Days: Complete certification on core enterprise messaging, objection handling, and sequence management tools; begin launching targeted outbound sequences and handling cold outreach efficiently.

• 90 Days: Achieve full proficiency across your prospecting channels, consistently convert event and marketing leads into high-quality meetings, and maintain a steady, highly organized pipeline of commercial opportunities for your sales territory.

Must-Haves

• 1–2+ years of outbound selling experience in healthcare SaaS, digital health, medical device sales, or experience directly selling to health plans/payers.

• Exceptional organizational skills and a proven ability to manage time effectively while supporting multiple stakeholders (supporting 3 Directors of Sales).

• Demonstrated experience successfully converting marketing or event-driven leads into active commercial opportunities.

• A strong work ethic with a willingness to make frequent cold calls and dedicate significant time to deep, meticulous account research.

• Proven experience executing structured outreach using a sequence-based prospecting approach (e.g., Outreach, Salesloft).

• Demonstrates a proactive use of AI tools to improve individual output and efficiency.

Values-driven Culture

Virta’s company values drive our culture, so you’ll do well if:

• You put people first and take care of yourself, your peers, and our patients equally

• You have a strong sense of ownership and take initiative while empowering others to do the same

• You prioritize positive impact over busy work

• You have no ego and understand that everyone has something to bring to the table regardless of experience

• You appreciate transparency and promote trust and empowerment through open access of information

• You are evidence-based and prioritize data and science over seniority or dogma

• You take risks and rapidly iterate

Virta has a location based compensation structure. Starting pay will be based on a number of factors and commensurate with qualifications & experience. For this role, the compensation range is $59,000-$76,500/year. Information about Virta’s benefits is on our Careers page at: https://www.virtahealth.com/careers.

As part of your duties at Virta, you may come in contact with sensitive patient information that is governed by HIPAA. Throughout your career at Virta, you will be expected to follow Virta's security and privacy procedures to ensure our patients' information remains strictly confidential. Security and privacy training will be provided.

As a remote-first company, our team is spread across various locations with office hubs in Denver and San Francisco.

Clinical roles: We currently do not hire in the following states: AK, HI, RI

Corporate roles: We currently do not hire in the following states: AK, AR, DE, HI, ME, MS, NM, OK, SD, VT, WI.

Virta uses Ashby as its applicant tracking system, which incorporates AI-powered tools (provided by OpenAI, AWS, and Google Gemini) in certain aspects of the recruiting process, including application review, candidate screening, and interview note taking; your data is not used to train AI models, and all final hiring decisions are made by Virta Health personnel. For more information, see Ashby's AI Terms at https://www.ashbyhq.com/resources/terms-ai-features