[Hiring] Founding Enterprise Business Development Representative @SmithRx

Role Description

We’re expanding our Enterprise Sales team and seeking an Enterprise BDR to generate qualified pipeline with large/enterprise self-funded employers (20,000+ employees), benefits consultants/brokers, and strategic channel partners.

You’ll be the front line of our go-to-market motion—researching target accounts, engaging multiple stakeholders, and converting interest into meetings and early-stage engaged prospect accounts for Enterprise Account Executives (AEs). As the founding member of the BDR team you will develop the playbook for our outbound sales motion.

This role blends thoughtful outreach, PBM/domain learning, and tight collaboration with Marketing, the Proposals Team, and the Community team.

What you will do:

• Own top-of-funnel sales motion for enterprise:
• Create the BDR playbook for outbound prospecting
• Source new sales opportunities through outbound outreach and inbound qualification
• Grow top of funnel sales through warm and outbound prospecting campaigns
• Qualify with rigor: Run discovery to uncover current PBM challenges, member pain points, renewal timelines, and decision criteria; set high-quality meetings for AEs.
• Personalized outreach at scale: Partner with marketing & Sales VPs to craft & execute outreach sequences, call talk tracks, and value-led messaging that map SmithRx’s transparent, pass-through PBM model to personalized buyer pain points
• Research companies and add prospects to our outbound lists
• Funnel/Pipeline hygiene & forecasting: Maintain meticulous CRM notes, activity logging, lead source attribution, conversion metrics, and next steps to provide visibility to the Go-To-Market team.

What Success Looks Like (First 12 Months)

• Pipeline contribution: Work to get a qualified pipeline created, with clear multi-threading and next steps.
• Set 7-10 qualified enterprise meetings/month
• Consistently deliver detailed account research for enterprise target accounts. (Including current challenges, buying committee structure, broker/consultant influencers, incumbent PBM satisfaction).
• Broker/Partner-sourced pipeline: Establish 5–8 active consultant/broker relationships producing repeat opportunities.
• Messaging chops: Show command of PBM value (formulary, pass-through economics, clinical programs, implementation) in discovery and initial objection handling.
• Craft through experimentation the foundational playbooks for the BDR function at SmithRx

Qualifications

• 3-4 years in BDR/SDR or inside sales roles; enterprise healthcare or employer benefits experience is a plus (PBM, health plan, care navigation, digital health).
• Proven performance against pipeline targets in complex, multi-stakeholder sales cycles.
• Excellent listening, research, and communications (verbal/written) skills; comfortable speaking with HR/Benefits leaders, CFO/Finance, and consultants.
• CRM and sequencing fluency (Salesforce, Outreach/Salesloft), plus data tools (ZoomInfo, Apollo, LinkedIn Sales Navigator).
• A builder’s mindset—experimenting, measuring, and iterating on outreach plays.

Bonus nice to haves:

• Experience selling into benefits consultants/brokers.
• Familiarity with PBM mechanics (rebates, formularies, pass-through vs spread pricing) and employer plan design.
• History of success in a high-growth, mission-driven health tech company.

Benefits

• Highly competitive wellness benefits including Medical, Pharmacy, Dental, Vision, and Life Insurance and AD&D Insurance
• Flexible Spending Benefits
• 401(k) Retirement Savings Program
• Short-term and long-term disability
• Discretionary Paid Time Off
• Paid Company Holidays
• Wellness Benefits
• Commuter Benefits
• Paid Parental Leave benefits
• Employee Assistance Program (EAP)
• Well-stocked kitchen in office locations
• Professional development and training opportunities