Manager, Sales Development Representatives

About the Company

Latent is building the intelligence infrastructure for healthcare. Our clinical AI platform helps health systems streamline medication access by automating complex workflows—including prior authorizations, appeals, and 340B compliance. By surfacing the right clinical evidence from EHR data, we reduce administrative burden, accelerate patient access to therapy, and improve outcomes. Some of the largest health systems in the country are already customers. We're growing north of 100% year over year, and backed by General Catalyst, Conviction, and Y Combinator.

About the Role

Latent's business development team opens the first conversation with the health systems we want as partners—the pharmacy, finance, and IT leaders who decide how medication access works inside their organizations. Those conversations are hard to earn and worth a great deal when we do, and they're where our growth starts. You'll be the first dedicated leader of that team. Seven BDRs are in seat today, split across our San Francisco and New York offices, and the team grows from there.

You'll build the outreach strategy and the messaging behind it, hire and develop the reps who run it, get real leverage out of our tooling and AI rather than just more volume, and run a feedback loop tight enough that the team knows within weeks what's working and drops what isn't. You'll partner with our RVPs and Marketing on where to aim, and with Revenue Operations on how we measure it. Much of this is still being built, which is the point.

Responsibilities

• Build and lead the outbound outreach strategy and messaging.
• Hire, develop, and coach BDRs to improve their research, personalization, and follow-up skills.
• Leverage AI and tooling to enhance team performance, not just increase volume.
• Run a tight feedback loop to quickly identify and drop ineffective strategies.
• Partner with Revenue Operations, Marketing, and RVPs to align on goals and measurement.
• Own outbound-sourced pipeline growth quarter over quarter.
• Improve inbound conversion with faster speed-to-lead and better qualification of Marketing-generated leads.
• Develop and execute event and conference strategies that generate real opportunities, not just badge scans.
• Create structured coaching programs using real call recordings with pharmacy and revenue cycle leaders.
• Build and maintain playbooks for onboarding and persona-specific outbound strategies (e.g., pharmacy executives, 340B program directors, CFOs, CMIOs).
• Provide honest, data-driven insights on what’s working and what isn’t, and advocate for BD team needs across the company.
• Develop a credible career path from BDR to AE, with promotions based on performance.

Requirements

• 2+ years carrying a prospecting number yourself, and 2+ years leading a business development or SDR team.
• Demonstrated success against pipeline targets, with a clear understanding of funnel math.
• Experience inside a best-in-class SDR organization at a rapidly growing company.
• Fluency with the modern BDR stack; you’ve tested tools and have strong opinions on best-in-class solutions.
• Creativity and willingness to challenge and adapt strategies when they stop working.
• Proven track record of developing and promoting reps, with references from people who chose to work with you more than once.
• High-energy leadership style with a bias for fast iteration over long planning cycles.

Nice to Have

• Experience building agents to improve team efficiency or performance.
• Familiarity with 340B, prior authorization, or specialty pharmacy operations.
• Selling experience in health systems, pharmacy, or revenue cycle.

What You’ll Build With

This is not a "we'd love to explore AI someday" role. Our Revenue Operations team runs a production multi-agent layer over the revenue org—deal scoring, meeting prep, pipeline monitoring, weekly briefs—and they will teach you to build your own. If you've never written an agent, that's fine. If you have, you'll find people here who speak the language. You'll also own real influence over the stack. We run Apollo, Nooks, and LinkedIn Sales Navigator today, and you'll have the authority to buy what's best-in-class and cut what isn't. The measure isn't how many tools your reps have open—it's whether each rep is measurably better at research, personalization, and follow-up than they were a quarter ago.

Outcomes You’ll Own

• Outbound-sourced pipeline: the number and the motion that produces it, quarter over quarter.
• Inbound conversion: speed-to-lead and qualification of Marketing-generated leads to prevent demand from dying in a queue.
• Pipeline from the field: conferences and events that generate real opportunities, including the follow-up motion that converts them.
• Reps who get better: structured coaching on real recordings and a credible path from BDR to AE.
• Playbooks that work: onboarding and persona-specific outbound strategies that evolve when they stop working.
• The honest read-out: what’s working, what isn’t, and what the BD function needs from the rest of the company to drive better outcomes.

Benefits

• Build and lead a critical function from the ground up, with direct access to the executive team and real influence over growth strategies.
• Hire and develop the next generation of Latent's sales leaders.
• Work alongside a team passionate about changing healthcare by shortening the distance between a prescription and a patient receiving therapy.
• Competitive compensation, meaningful equity, and comprehensive benefits.