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Founding Sales Development Representative
Full-timeOnsite · San Mateo, CA
About the Role
You'll open doors that don't open themselves. Mid-market behavioral health groups don't buy software from a cold email — they buy from someone who understands why their credentialing queue is six weeks deep and what a 5% denial rate does to a group running on 15% margins. Your job is to find those groups, start those conversations, and turn them into qualified pipeline for our closing team. This is an early GTM seat, not a script-reading one — you'll help shape the outbound motion.
Why This Seat Matters
- This is a founding sales development role, not seat 40 on an SDR floor — you'll be the first dedicated outbound hire in our upmarket motion
- The playbook you write becomes the playbook we scale, and the person who wrote it is the obvious person to lead what comes next
- The path is real and published from day one: SDR → Senior SDR → SDR Manager → Director of Sales, or into a closing role if that's your lane
What You'll Do
- Build and own target account lists of behavioral health groups (50–500+ providers), segmented by specialty, payer mix, and operational maturity
- Generate qualified pipeline through multi-channel outbound — cold calls, email sequences, LinkedIn, provider communities, and industry events — hitting a consistent monthly quota of qualified opportunities
- Run first-touch discovery with practice owners, administrators, and executives: understand their credentialing backlog, denial rates, patient acquisition costs, and supervision workflows, and map those problems to the Klarity platform
- Use AI prospecting and intent tools to prioritize high-signal accounts and personalize outreach at scale — we expect you to be a power user, not a manual dialer
- Book, confirm, and prep meetings for account executives, with discovery notes strong enough that nothing is lost in the handoff
What You Have
- 1+ years in an SDR/BDR or similar outbound role (or a compelling case for why you'll ramp fast), with sustained quota performance over quarters — not one good month
- Cold-calling comfort: you pick up the phone first, and email and social are the follow-up, not the hiding place
- Strong written and verbal communication: a practice owner should leave ten minutes with you knowing exactly what Klarity does and why it matters to their group
- Fluency with modern sales tooling: CRM discipline, sequencing tools, and AI prospecting tools you treat as leverage, not a threat
- Business curiosity: you can learn how a behavioral health group actually operates — payer panels, credentialing timelines, denial rates, supervision requirements — and you genuinely want to
- Nice to have: experience selling into healthcare providers, behavioral health organizations, or SMB/mid-market owner-operators
Compensation & Benefits
- Base salary: $85,000
- Uncapped commission tied to qualified pipeline, with accelerators above 100% of quota — OTE up to $150,000
- Medical, dental, and vision coverage
- Paid time off