Sr. Sales Development Manager

Open Position: Senior Sales Development Manager

Reports to: VP of Marketing

Location: Remote


About Us
HST Pathways is on a mission to transform healthcare with innovative software technology that enables surgery centers to provide more cost-efficient patient care and better outcomes. We’re a profitable, fully-remote $75M+ ARR vertical SaaS company backed by Bain Capital - growing fast and hiring top talent to fuel our next stage. 

What we’re looking for:
We’re looking for someone who can take our SDR team to the next level to help scale our go-to-market engine and growth as a company.

You are inspiring, authentic, highly motivated, results-driven, and a fast learner.  You want to work for a company with a positive work culture that is fast-paced and evolving.  You believe that working for a diverse and inclusive organization is best and embody our values (listed below).


The value prop of this opportunity:

• Elevate the Sales Development program by using a proven playbook of best practices and developing innovative AI and automation enhancements designed to augment SDRs, not replace them
• Collaborate with other Revenue leaders who prioritize coaching, practice, and continuous improvement
• Contribute to a company that is making a true social impact
• Join the Bain Capital family of companies which provides accelerated learning and career progression opportunities

• Define, track, and manage team and individual KPIs and OKRs
• Partner with RevOps to optimize reporting and ad-hoc analysis
• Update and continuously improve the SDR playbook
• Optimize and improve the SDR tech stack (e.g. Outreach, Gong, our AI cold calling trainer, LinkedIn Sales Navigator, ChatGPT, Salesforce, ZoomInfo, etc.)
• Develop and implement a roadmap to add more AI and automation to help improve the SDRs (not replace them)

• Attract, hire, develop, and retain world-class SDRs that fit with the ideal candidate profile and are poised to succeed at HST
• Onboard and ramp new hires to get up to speed quickly on the company, industry, and job

• Coach, mentor, and motivate a team of ~8 SDRs
• Help SDRs hit quota by providing candid feedback, conducting 1:1 coaching sessions, and advising on specific account pursuits
• Ensure adoption of key processes and tools across the team
• Conduct weekly trainings, run regular SPIFs, and develop a library of bite-sized trainings for common activities
• Prepare SDRs to progress in their careers at HST with options to become full cycle AEs, Inbound Marketers, Customer Success Managers, or RevOps Analysts

• Collaborate with Inbound Marketing to launch integrated Inbound + Outbound + Sales campaigns across specialized plays and ABM campaigns
• Leverage existing Sales and Marketing content to develop effective prospecting sequences, and track sequence performance over time to optimize them
• Ensure the team reaches out to the right accounts with the right message at the right time
• Leverage existing intent signals to help prioritize accounts to target

• Experience leading an outbound SDR team
• Effective communicator, sales coach, and motivator
• Comfortable spanning across strategic decision making and tactical execution
• Motivated and driven to exceed expectations in a team environment
• Understanding of modern Sales Development philosophies
• Proven creativity and problem-solving skills; ability to work around obstacles and solve problems with minimal direction
• Strong organizational/time management skills; ability to prioritize work and meet deadlines in a fast-paced environment
• AI fluency to improve SDR processes

• We go beyond the expected.  We strive to be the difference in everything we do and look for ways to innovate and deliver beyond expectations.
• We thrive through collaboration.  We invest in our team and take pride in the success of others. 
• We strive to make a positive impact.  We are passionate about our work and leverage our collective creativity and industriousness to make big things happen
• We sharpen and share our expertise.  We aspire to learn, grow, and share knowledge.
• We love the journey.  We never lose sight of the fact that we’re contributing to building a new model of healthcare delivery.

• Remote work environment
• Health benefits paid for employee
• Flexible Paid Time Off Policy
• 11 company holidays per year
• Paid parental leave
• 401K with matching contributions
• Learning and development allowance
• A diverse, inclusive, and fun team!

HST Pathways celebrates diversity and is steadfast in fostering an inclusive work environment where employees feel valued, respected, and engaged. We champion and nurture a culture where inclusiveness is instinctive and fuels innovation, connection, and a strong sense of “One Team”. HST is deeply committed to representing and reflecting the unique experiences, perspectives and viewpoints of our employees, customers, and the communities we serve.