Senior Business Development Representative

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

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.

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.