Sales Development Representative
Remote (US-Based, must work EST hours) | CJ Physical Therapy & Pilates | Portsmouth, NH
About Us
CJ Physical Therapy & Pilates is a $1.5M cash-based physical therapy and regenerative wellness company helping active adults over 40 stay mobile, strong, and independent — without pills, injections, or surgery. We're 100% cash-based (no insurance, no referrals) and scaling from $1.5M to $2–3M over the next 2–3 years, building toward multi-location expansion.
About the Role
You're not booking people who are already sold. You're working a pipeline of leads who expressed interest and then went quiet, plus fresh inquiries — and your job is structured, persistent follow-up until they either book and show up, or you get a clear no. That means:
- Running 80-100 strategic touch points/day (call, text, email, video) against a defined lead list
- Executing a structured follow-up cadence — not "reaching out until you get tired," a real system
- Handling objections around cost, timing, skepticism, and past failed care
- Setting expectations upfront that protect show rates (this isn't just booking, it's booking people who actually show up)
- Confirming and reinforcing commitment before the visit
- Keeping clean, accurate CRM documentation — pipeline hygiene matters here
- Showing up to weekly coaching and call reviews ready to role-play, take feedback, and adjust your approach in real time
This is a metrics-driven seat. We track booking rate, show rate, and conversion quality closely, and we'll expect you to track, report on, and own your own numbers too.
What Success Looks Like
- First 90 days:
- 30+ qualified Discovery Visits booked/month
- Confident, consistent objection handling
- 90%+ Discovery Visit arrival rate
- See 70%+ of your Discovery Visits move into a paid evaluation
- Keep the CRM accurate and organized every day
- First 12 months:
- Consistent KPI performance
- Bookings that convert into actual care plans, not just calendar fills
- Real contribution to our growth from $1.5M to $2M+
Who Thrives Here
- You've carried a real outbound quota before — calls, texts, emails, whatever the mix — and you know what a good day of activity looks like
- You're organized enough to run a structured cadence across a lead list without letting people fall through the cracks
- You can handle "I need to think about it" without flinching, and you know the difference between pressure and persistence
- You're comfortable talking about premium pricing without apologizing for it
- You want coaching — you're willing to get on a call, role-play a scenario, get direct feedback, and actually use it
- You track your own numbers because you want to get better, not because someone's making you
Who This Isn't For
- You need already-warm, ready-to-buy leads to hit your numbers
- You rely on a script and get thrown off when the conversation goes off-book
- You'd rather log activity than actually move someone toward a decision
- You're looking for something more admin or scheduling-focused
Requirements
- US-based, authorized to work in the US, available during Eastern Time business hours
- 2+ years of outbound sales, SDR, or appointment-setting experience with a real high-volume call/text/email cadence
- Proven track record hitting booking or revenue targets
- Strong, demonstrable objection-handling ability
- CRM experience (Go High Level a plus)
- Excellent written and verbal communication
- Comfortable with coaching, feedback, and role-play as part of the job — not just a one-time onboarding thing
Bonus: experience in health/wellness, elective medical, cash-based healthcare, or high-ticket service sales.
Pay
- Base: $50,000–$60,000
- Uncapped commission | OTE $75,000–$95,000+ (top performers exceed this)
Benefits
- Health and dental insurance contribution
- 401(k) with employer match after 1 year
- Earned PTO + the week between Christmas and New Year's off
- Weekly sales coaching, call reviews, and role-play
- Travel opportunities for masterminds and events