SDR DME Strategic Partnerships

Key Responsibilities

• Spend the majority of your time in the field, physically visiting physician practices, DME suppliers/distributors, senior living communities, hospitals, home health agencies, and rehabilitation centers to introduce XRHealth and open new partnership doors.
• Serve as XRHealth's boots-on-the-ground representative, conducting face-to-face meetings, walk-ins, office visits, presentations, and educational sessions with key stakeholders.
• Build and manage relationships with physicians, clinical decision-makers, executives, and referral sources in person to drive awareness, adoption, and retention of XRHealth's DME solutions.
• Plan and run an efficient territory route within your state, prioritizing accounts and facilities to maximize face-to-face time and in-person coverage.
• Research target accounts to understand their existing product/service lines, patient or customer base, referral patterns, reimbursement opportunities, and strategic fit for XRHealth's VR therapeutic offering, ahead of in-person visits.
• Qualify leads generated through field visits against defined partnership criteria, and schedule discovery meetings for the Strategic Partnerships team.
• Own a portfolio of active partner and provider accounts within your territory, ensuring strong in-person engagement, and identify and close new partnership opportunities across all channels.
• Build and maintain a structured, up-to-date pipeline in HubSpot, accurately logging field visits, activities, opportunities, and partnership progress across all partner types.
• Tailor in-person messaging and materials to each channel type's distinct business model, incentives, and decision-making process.
• Track and report on field activity (visits, meetings, doors opened), conversion rates, pipeline velocity, and account health against monthly and quarterly targets.
• Collaborate with Marketing, Clinical, Operations, and Strategic Partnerships to refine ideal customer profile (ICP), field messaging, and GTM/channel strategy based on on-the-ground feedback.
• Attend and represent XRHealth in person at local industry conferences, trade shows, physician events, supplier meetings, and senior living or healthcare association events to generate and nurture leads.
• Maintain deep working knowledge of XRHealth's clinical platform, reimbursement pathways (including the Medicare DME model), and value proposition, to speak credibly face-to-face with each partner type.

What You Bring

• 1–3 years of experience in a field-based sales, business development, or account management role, ideally in healthcare, medical devices, or DME.
• Demonstrated success building relationships and generating opportunities through in-person, face-to-face outreach — not just phone/email.
• Strong in-person communication and presentation skills, with the ability to speak credibly to healthcare and DME industry stakeholders.
• Confidence walking into new offices and facilities unannounced, opening doors, and building rapport quickly.
• Track record of consistently meeting or exceeding pipeline or meeting-generation targets.
• Experience with a CRM platform (HubSpot preferred) to log field activity and manage a territory pipeline.
• Self-starter mentality — comfortable operating independently and with ambiguity in a channel that's still being built out.
• Bachelor's degree or equivalent professional experience.

Nice to Have

• Existing familiarity with the DME industry, HME/DME distribution networks, or durable medical equipment reimbursement (HCPCS/CMS).
• Experience selling into or partnering with healthcare distributors, GPOs, or medical device channels.