The Wilkinson Firm (TWF) is an enterprise workforce strategy and solutions company with two divisions: HR Advisory (behavioral health and HHS focus) and Hospitality Staffing. Headquartered in NC and Atlanta, Georgia, respectively. The next 24 months are about building and expanding a real book across the HR Advisory practice serving behavioral health and HHS clients.
About this role
TWF's HR Advisory division has product-market fit and a founding-cohort partnership pipeline. The closing motion has been founder-led until now. You're the first SDR. You'll build the outbound motion that refills the pipeline at the cadence the division needs to hit $1.2M Y1 ARR. If you're the right person, you become a partner in this division long-term.
The partner upside
- TWF Earned Equity Ladder: Tier 2 (1-3% equity) eligible at month 6 against the 5-gate evaluation
- Tier 3 (3-8% equity) progression by month 18 if you continue performing and take on strategic ownership
- Tier 4 (8-15% equity, true partner level) by month 36 for the right person
- HR Advisory engagements are bigger-ticket than Hospitality Staffing. Your commission share compounds faster per signed deal
- The math: 8-15 signed engagements in Y1 at $40,000 to $80,000 average annualized retainer puts the division near its ARR target and puts you in Tier 2 equity range by month 6
The pay
- Base: $0 first 90 days. Modest base ($1,500 to $2,500/month) introduced at month 4 once you've sourced 2-3 signed engagements and cash flow supports it
- Commission: 10% of first-year contract value on every signed HR Advisory engagement you sourced
- Bonus stack: $250 per qualified Discovery Call that converts to a proposal, $2,500 per signed HR Advisory engagement, $1,000 per completed Workup
- Realistic Y1 total comp at target performance: $45,000 to $115,000
- Equity: see "The partner upside" above
What this is and isn't
This is:
- Employee-level-1 on the outbound side of a relationship-led, advisory-grade services practice
- Founder-led with hands-on weekly support during ramp
- Equity-bearing with a real path to partner-level ownership
- Built around relationships and trust. We close clinical executives by sitting in their world, not pitching at them
This isn't:
- A mature SDR org with a playbook, dashboards, and an SDR manager above you. You'll help build them
- A high-volume cold-spam motion. HHS executives screen out vendor-feeling outreach in two seconds
- A hand-holding environment. People who need a defined system to operate inside will struggle here
What you'll do
- Build the outbound playbook for behavioral health and HHS practice clients
- Run 30-50 personally-signed cold emails per business day into Executive Directors, Practice Owners, Clinical Directors, CHROs, and CFOs
- Send 25-40 LinkedIn Sales Navigator connection requests per week with one-line personalized opens
- Place 8-15 warm-then-cold dials per day to people who opened or accepted
- Lead with The Workup as the wedge offer in your outreach
- Qualify replies, book Discovery Calls on the founder's calendar, log everything in HubSpot
- Iterate copy weekly. Document what works so the next SDR has a playbook
Why this role exists
TWF's HR Advisory division has the founder closing, the Director of Community Partnerships sourcing warm relationships, and the partnership pipeline showing strong proof-points. There is no dedicated outbound motion to fill the rest of the funnel. You're it. Without you, the division can't hit its $1.2M Y1 ARR target. With you, it becomes the firm's flagship practice.
What success looks like
- Day 30: outbound stack stood up, first 100 personally-signed emails sent, first 3 Discovery Calls booked, first Workup in flight
- Day 60: 8-12 HR Advisory Discovery Calls booked per month becoming routine
- Day 90: 10% positive reply rate sustained, first 1-2 signed engagements or strong proposal pipeline
- Day 180: Tier 2 equity grant landed if performance sustained
- Day 365: SDR playbook documented, contribution to $1.2M Y1 ARR target traceable in HubSpot, Tier 3 equity progression on the table
Who you are
- 6 months to 3 years in B2B outbound sales (HR consulting, healthcare services, or PEO sales preferred)
- Comfortable selling to mission-driven clinical executives who screen out vendor-feeling outreach
- Familiar with behavioral health, IDD, or HHS sector, or willing to learn the vertical fast
- You've worked in a startup or early-stage environment before, or you know that's the environment you want
- You log every touch in CRM. If it's not logged, it didn't happen
- Self-directed. The founder will not check your activity hourly
- Eastern Time work hours
Bonus points
- Prior experience at a behavioral health provider, IDD organization, or HHS-focused consultancy
- Existing relationships with NABH, ABHW, or state-level behavioral health associations
- SHRM credential or HR sector fluency
- HubSpot, Apollo, or Sales Navigator fluency
How we work
- Remote, Eastern Time
- Async-friendly inside core hours (9am-1pm ET overlap minimum)
- Weekly 1:1 with founder during ramp
- Tech stack ready on Day 1: HubSpot, Apollo, LinkedIn Sales Navigator, Slack
- You'll partner with the Account Executive (HR Advisory) on warm hand-offs and with the Director of Community Partnerships for context on the founding-cohort
What we believe
Trust before revenue. Mission before money. Long game. We treat every clinical executive like a peer, not a target. We build durable relationships, not flashy logos. We pay people in real upside, not in pizza parties.
Application Tips
- Visit hr.thewilkinsonfirm.com. Five minutes. Understand the practice you'd be building with.
- Find The Wilkinson Firm on LinkedIn. Look around at our social media presence.
- In your cover note, tell us one thing: which behavioral health or HHS organization type would you target first, and why?
What to expect from us
- Reply within 48 hours of application
- First-round screen within 7 days
- Full process: 2-3 weeks
- We tell you yes or no. We do not ghost.
