SDR - Outbound (LATAM-based)

Overview

You're an outbound SDR calling US-based healthcare prospects (clinics, hospitals, pain management centers) to book qualified demos for AEs selling StemWave's medical device. You'll work assigned territory lists, make 60-80 cold calls daily, and run follow-up email/LinkedIn sequences. You need to book 20+ qualified meetings per month to earn meaningful bonus income on top of your $3K base.

Role Snapshot

Company Context

Stage: Unknown (likely early-stage or growth-stage based on hiring LATAM SDRs for cost efficiency)

Size: Unknown

Growth: Actively scaling outbound team under new leadership (Cynthia Handal building the SDR org)

Market Position: Medical device in pain management/neurostimulation space—competitive healthcare market with clinical validation requirements

GTM Reality

Pipeline Sources:

• 90%+ Outbound - You're building pipeline from scratch via cold calls and emails to territory lists
• ~10% Inbound/Referrals - Some warm leads from marketing or existing customer referrals, but don't count on it

SDR/AE Structure: Dedicated SDR team booking meetings for separate AE team (you don't close deals)

SE Support: Unknown, but medical device demos likely involve clinical/technical resources

Competitive Landscape

Main Competitors: Other medical device manufacturers in neurostimulation/pain management (specific competitors not disclosed)

How They Differentiate: Clinical outcomes data, patient impact story ("genuinely improves patients' lives" per the posting)

Common Objections:

• "We already have a solution"
• "Send me information" (brush-off)
• Budget/procurement cycles in healthcare
• Need clinical evidence/FDA approvals

Win Themes: Patient outcomes, clinical validation, differentiated technology

What You'll Actually Do

Time Breakdown

Cold Calling (50%) | Email/LinkedIn Follow-up (25%) | Research/List Prep (15%) | Internal Meetings (10%)

Key Activities

• Cold Calling: 60-80 dials per day to clinic administrators, practice managers, doctors, or pain management specialists. Most won't answer. You're trying to get 3-5 conversations daily and book 1-2 meetings per day (20-25/month) to hit quota.
• Follow-up Sequences: Send email and LinkedIn messages to prospects who didn't answer, requested info, or need nurturing. You'll spend 1-2 hours daily managing these sequences.
• Territory Research: Review your assigned accounts, find right contacts (not always easy in healthcare), understand clinic size/specialty to personalize outreach.
• Meeting Qualification: Screen prospects before handing to AEs—verify they have budget authority, timeline, and actual pain point the device addresses. Meetings that no-show or aren't qualified hurt your bonus.

The Honest Reality

What's Hard

• Gatekeepers: Healthcare receptionists are trained to block sales calls. You'll get hung up on a lot.
• Rejection Volume: 90%+ of calls go to voicemail or get rejected. You need thick skin and consistency to hit 60-80 dials daily.
• Qualification Pressure: You're paid per "qualified, held" meeting. If prospects no-show or AEs reject the meeting as unqualified, you don't get the $50. This means extra screening work.
• Time Zone Management: You're LATAM-based calling US prospects, so expect working US business hours (evening/night for you depending on location).
• Proving Yourself: They want "absolute killers" with a proven track record of 20+ sets/month. If you're new to SDR work, this may not be the right first role.

What Success Looks Like

• Booking 20-25 qualified meetings per month = $4,000-4,250 total comp
• Maintaining 2-3% connect rate and 15-20% connect-to-meeting conversion
• Low no-show rate (<20%) because you're qualifying properly upfront
• AEs accepting 90%+ of your meetings as qualified

Who You're Selling To

Primary Buyers:

• Clinic Administrators / Practice Managers (initial contact)
• Pain Management Physicians / Medical Directors (decision-makers)
• Hospital Procurement / Department Heads (enterprise accounts)

What They Care About:

• Clinical efficacy and patient outcomes data
• Reimbursement/insurance coverage for the device
• Implementation effort and staff training requirements
• Cost vs. current solutions or alternatives
• FDA approval and safety track record

Requirements

• Native or near-native English (you're calling US prospects)
• Proven track record of 20+ qualified meetings per month in a prior SDR role
• Strong cold calling skills—this is phone-heavy, not email-hiding
• Comfortable working US business hours from LATAM
• Coachable and consistent (Cynthia is building a team culture, not managing lone wolves)
• Actually enjoy outbound prospecting (the posting explicitly calls out "no pretenders")
• High rejection tolerance and daily activity discipline