Sr. Manager, Inside Sales

About the role

The Inside Sales Development team drives enterprise growth across hospitals and integrated delivery networks. The team supports both net-new pipeline creation and strategic expansion within existing health systems, helping Regional Sales Directors penetrate accounts across multiple service lines and clinical cohorts.

Responsibilities

• Lead and Elevate a High-Performing SDR Team
• Provide structured coaching through 1:1s, call reviews, role-plays, and performance feedback.
• Instill high standards for enterprise messaging, personalization, qualification rigor, and executive-level engagement.
• Create individualized development plans to strengthen SDR skills and prepare them for future growth.
• Establish clear execution frameworks and accountability standards.
• Build a culture of ownership, preparation, and performance excellence.
• Drive Enterprise Growth (Net-New + Expansion)
• Ensure consistent generation of high-quality meetings and opportunities across new and existing accounts.
• Partner with SDRs on live accounts, including account planning and multithreaded engagement strategies.
• Join prospect calls and strategy sessions to model effective enterprise outreach.
• Guide SDRs in engaging clinical leaders, service line directors, quality executives, innovation teams, and C-suite stakeholders.
• Strengthen progression from Initial Briefing to Executive Briefing with Regional Sales Directors.
• Support multi-cohort penetration strategies to drive expansion pipeline.
• Refine and Optimize Outbound Motion
• Evaluate current outbound processes and implement structured improvements.
• Own and refine the SDR playbook: sequences, targeting frameworks, messaging guidelines, qualification standards.
• Ensure effective use of AI-enabled scripting tools while maintaining enterprise-grade personalization.
• Establish multithreading standards aligned to enterprise healthcare deal complexity.
• Use analytics and dashboards to diagnose funnel gaps and drive measurable pipeline impact.
• Cross-Functional Leadership
• Partner with Sales leadership on account prioritization, handoff quality, and pipeline objectives.
• Collaborate with Marketing on messaging, campaigns, persona insights, and ICP refinement.
• Partner with Customer Success and Account Management on expansion strategy and multithreaded growth opportunities.
• Serve as the functional leader for Sales Development strategy and outbound architecture.
• Represent the SDR function with Commercial leadership, providing visibility into performance trends.
• Talent Acquisition & Team Development
• Participate in hiring SDR talent aligned to enterprise healthcare complexity.
• Ensure new hires ramp effectively with clear expectations, training plans, and coaching support.

Requirements

Experience: 5+ years in Sales Development, Business Development, or outbound pipeline-generation roles within enterprise SaaS. 2+ years leading SDR teams in complex enterprise sales environments. Demonstrated success improving outbound pipeline performance. Experience in multi-stakeholder enterprise sales cycles. Healthcare or health tech experience required.

Skills & Capabilities

• Deep understanding of enterprise outbound architecture and multithreaded account penetration.
• Strong coaching ability with a track record of elevating junior SDR performance.
• Ability to diagnose performance gaps and implement structured improvements.
• Highly data-driven with expertise in funnel analytics and operational discipline.
• Proficiency with Salesforce, Outreach/Salesloft, Sales Navigator, ZoomInfo, and conversational intelligence tools.
• Ability to influence across leadership in an early-growth SaaS environment.

Qualifications

Bachelor's Degree required.

Location Requirement

Must be based in Denver, Colorado. Must work in-office four days per week for hands-on coaching and collaboration.

Leadership Mindset

• High-accountability operator with strong execution standards.
• Builder mindset with the ability to diagnose challenges and implement solutions.
• Direct communicator comfortable setting and upholding performance expectations.
• Mission-driven and motivated to improve patient outcomes at scale.