Senior BDR - ABM & Pipeline Growth

Vera Whole Health; United States; Remote; USD 90,000 - 134,000; Full time

Job summary

Castlight is seeking an Account Development Representative to convert marketing-sourced leads and inbound inquiries into qualified conversations with HR and benefits leaders at large employers. You’ll manage multi-touch outreach, collaborate with marketing and sales on handoffs, and maintain CRM hygiene for smooth follow-ups.

The role emphasizes outbound prospecting, discovery meetings, and ABM personalization, with success tracked by booked meetings and pipeline contribution.

Qualifications

• 3+ years in an SDR/BDR/ADR role, or a customer-facing role with a strong prospecting component
• Comfort with senior buyers, since you’ll be talking to benefits directors and HR executives, not end users
• A track record of consistently hitting pipeline and meeting goals
• Clear, direct writing
• Discipline with CRM hygiene and pipeline activity
• Curiosity about how healthcare and employer benefits work, and willingness to learn a complex category quickly
• Coachability: you seek out feedback and act on it

Responsibilities

• Work marketing-sourced leads from webinars, events, content, and inbound demo requests quickly and consistently
• Run multi-touch outreach sequences by phone, email, and LinkedIn, tailored by vertical and persona
• Qualify interest against Castlight’s ICP and book discovery meetings for Account Executives
• Research target accounts and buying committees to personalize outreach for ABM programs
• Keep Salesforce and HubSpot clean: activity logged, stages accurate, and notes that are useful at handoff
• Stay aligned with marketing on what’s working, including which messages land, which objections come up, and which lead sources convert
• Support event follow-up, including pre-event outreach and post-event meeting conversion
• Share successful messaging, approaches, and best practices with the broader ADR team

Job description

Castlight is seeking an Account Development Representative to convert marketing-sourced leads and inbound inquiries into qualified conversations with HR and benefits leaders at large employers. You’ll manage multi-touch outreach, collaborate with marketing and sales on handoffs, and maintain CRM hygiene for smooth follow-ups.

The role emphasizes outbound prospecting, discovery meetings, and ABM personalization, with success tracked by booked meetings and pipeline contribution.