Senior Business Development Representative

Castlight Health, Inc; San Francisco (CA); On-site; USD 90,000 - 134,000; Full time

Job summary

Castlight Health, Inc. is seeking an Account Development Representative to turn campaigns, events, and inbound interest into qualified conversations with HR and benefits leaders at large employers. You will do self-driven prospecting and coordinated outreach with marketing and sales.

You'll run multi-touch sequences, research target accounts, keep Salesforce and HubSpot clean, and support event follow-up. This role requires 3+ years in SDR/BDR, comfort with senior buyers, and a disciplined CRM

Qualifications

• 3+ years in an SDR/BDR/ADR role or customer-facing role with prospecting component
• Comfort with senior buyers (HR/benefits leaders)
• Strong written communication
• Discipline with CRM hygiene and pipeline activity

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
• 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

Skills

Prospecting

ABM

CRM hygiene

Multi-channel outreach

Salesforce

HubSpot

Tools

LinkedIn Sales Navigator

Sales engagement tools

Job description

Job Description SummaryAccount Development Representatives (ADRs) are the front line of Castlight's pipeline. You'll turn campaign, event, and inbound interest into qualified conversations with HR and benefits leaders at large employers Your work will include self driven prospecting, outbound calls and email campaigns, while also partnering closely with marketing on campaigns and with sales on handoffs.. This isn’t just cold outreach. You’ll follow up with people who have already shown interest through webinars, events, content, or demo requests, and you’ll work closely with marketing on the campaigns generating those leads.How will you make an impact & RequirementsWhat you'll doWork marketing-sourced leads from webinars, events, content, and inbound demo requests quickly and consistentlyRun multi-touch outreach sequences by phone, email, and LinkedIn, tailored by vertical and personaQualify interest against Castlight's ICP and book discovery meetings for Account ExecutivesResearch target accounts and buying committees to personalize outreach for ABM programsKeep Salesforce and HubSpot clean: activity logged, stages accurate, and notes that are useful at handoffStay aligned with marketing on what's working, including which messages land, which objections come up, and which lead sources convertSupport event follow-up, including pre-event outreach and post-event meeting conversionShare successful messaging, approaches, and best practices with the broader ADR teamWhat you bring3+ years in an SDR/BDR/ADR role, or a customer-facing role with a strong prospecting componentComfort with senior buyers, since you'll be talking to benefits directors and HR executives, not end usersA track record of consistently hitting pipeline and meeting goalsClear, direct writingDiscipline with CRM hygiene and pipeline activityCuriosity about how healthcare and employer benefits work, and willingness to learn a complex category quicklyCoachability: you seek out feedback and act on itNice to haveExperience in HR tech, benefits, health plans, or digital healthFamiliarity with Salesforce, HubSpot, and sales engagement toolsExperience working marketing-sourced or ABM programsWhat success looks likeIn 90 days: You’re fully ramped on messaging and personas, and consistently booking qualified meetings.In 6 months: Consistently hitting individual targets, contributing ideas that improve the team’s approach, and becoming a trusted voice in campaign planning.Compensation Range:$89,641.00to$134,461.00The anticipated base salary range represents the Company's good-faith estimate of the compensation it reasonably expects to pay for this position at the time of posting. Actual compensation will be determined based on factors including experience, skills, qualifications, geographic location, internal equity, and business needs.