Senior Business Development Representative

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

Job summary

Castlight Health is seeking Account Development Representatives to turn campaign, event, and inbound interest into qualified conversations with HR and benefits leaders at large employers. You’ll conduct self-driven prospecting, outbound calls and email campaigns, and partner with marketing on campaigns and with sales on handoffs.

You’ll run multi-touch outreach, qualify interest against Castlight’s ICP, book discovery meetings, research target accounts, keep Salesforce and HubSpot clean, and

Qualifications

• 3+ years in an SDR/BDR/ADR or customer-facing prospecting role.
• Comfort with senior buyers such as HR directors and benefits leaders.
• Proven track record of hitting pipeline and meeting goals.
• Clear, direct writing and disciplined CRM hygiene.
• Curiosity about healthcare benefits and willingness to learn quickly.

Responsibilities

• Work marketing-sourced leads from webinars, events, content, and inbound demo requests.
• Run multi-touch outreach by phone, email, and LinkedIn tailored by persona.
• Qualify interest and book discovery meetings for Account Executives.
• Research target accounts and personalize outreach for ABM programs.
• Keep Salesforce and HubSpot clean; accurate stages and useful notes.
• Collaborate with marketing on messaging and with sales on handoffs.
• Support event follow-up and share successful messaging with the ADR team.

Skills

Prospecting

CRM hygiene

Written communication

Multi-channel outreach

Qualification

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.