Senior Business Development Representative

Castlight Health, Inc; United States; On-site; USD 90,000 - 134,000; Full time

Job summary

Castlight Health is looking for Account Development Representatives to be the front line of its sales pipeline. You will convert campaigns, events, and inbound interest into qualified conversations with HR and benefits leaders at large employers, performing self-driven prospecting and outbound outreach while collaborating with marketing and sales.

The role requires 3+ years in a prospecting role, comfort with senior buyers, and a track record of hitting pipeline.

Qualifications

• 3+ years in SDR/BDR/ADR or customer-facing prospecting role.
• Comfort with senior buyers (HR and benefits leaders).
• Proven pipeline and target attainment.
• Clear, direct writing and CRM discipline.
• Interest in healthcare and employer benefits.

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.
• Qualify interest and book discovery meetings for Account Executives.
• Research target accounts to personalize ABM outreach.
• Keep Salesforce and HubSpot clean with accurate notes and stages.
• Align with marketing on messaging and lead sources performance.
• Support event follow-up and post-event conversions.
• Share successful messaging with ADR team.

Skills

Prospecting

Outbound outreach

CRM hygiene

ABM familiarity

CRM tools

Tools

Salesforce

HubSpot

Sales engagement tools

Job description

Job Description Summary

Account 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 & Requirements

What you'll do

• 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

What you bring

• 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
• Nice to have:
• Experience in HR tech, benefits, health plans, or digital health
• Familiarity with Salesforce, HubSpot, and sales engagement tools
• Experience working marketing-sourced or ABM programs

What success looks like

• In 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

$89,641.00 to $134,461.00 The 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.

Additional Information

Mosaic Health is a national care delivery platform focused on expanding access to comprehensive primary care for consumers with coverage across Commercial, Individual Exchange, Medicare, and Medicaid health plans.

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