Overview
You cold call and email healthcare organizations to book qualified demos for AEs. You're reaching out to practice managers, hospital administrators, COOs, and health system executives to get them interested in AI agents that automate clinical and administrative tasks. Most of your day is prospecting into healthcare orgs that didn't ask to hear from you.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Outbound SDR |
| Sales Motion | Outbound-heavy (cold calling, cold email, LinkedIn) |
| Deal Complexity | Qualifying complex enterprise opportunities |
| Sales Cycle | N/A (you book meetings, don't close deals) |
| Deal Size | N/A |
| Quota (est.) | 15-20 qualified meetings per month |
Company Context
Stage: Series A/B (YC S21, ~68 employees)
Size: 68 employees
Growth: Scaling sales team, publishing case studies, active hiring signal
Market Position: Early-stage but with proven ROI metrics (21x ROAS, 30M+ minutes saved) - gives you credible hooks for outreach
GTM Reality
Pipeline Sources:
- 80% Your outbound - you're building lists of healthcare orgs and reaching out cold
- 20% Light inbound follow-up - case study downloads, website form fills that need qualification
SDR/AE Structure: You book meetings, hand off to AEs for demos and sales process
SE Support: N/A for your role
Competitive Landscape
Main Competitors: AI medical scribes, traditional healthcare workflow software, internal IT solutions
How They Differentiate: Full AI agent suite (not just scribes), healthcare-specific LLMs, proven ROI data
Common Objections: "We're not interested in AI tools", "Send me some information" (brush-off), "We already have a scribe solution", "Call back next quarter"
Win Themes: Time savings for providers, measurable ROI, comprehensive solution vs point products
What You'll Actually Do
Time Breakdown
Cold Calling (50%) | Email/LinkedIn (30%) | Research/Admin (20%)
Key Activities
- Cold calling healthcare organizations: You make 60-80 calls per day to practice managers, hospital administrators, medical group executives. Most calls go to voicemail. Gatekeepers screen you out. When you get someone live, you have 20 seconds to get them interested before they hang up.
- Building prospect lists: You research healthcare organizations (hospitals, clinics, private practices), identify the right contacts (operations, IT, clinical leadership), find their phone numbers and emails. This is tedious work using LinkedIn, ZoomInfo, Google.
- Email sequences and LinkedIn outreach: You write personalized emails referencing their organization's challenges (provider burnout, administrative overhead) and Sully's impact metrics. Most don't respond. You follow up 5-7 times over 3 weeks.
- Qualifying meetings: When someone shows interest, you ask qualifying questions (How many providers? What's your current workflow? What's the approval process?) to make sure they're worth an AE's time. You book the meeting and brief the AE.
The Honest Reality
What's Hard
- Healthcare organizations are hard to reach - people don't answer their phones, emails get ignored, gatekeepers block you. You'll leave 50 voicemails to get 1 callback.
- The "no" is constant - most people you talk to aren't interested, don't have budget, or are annoyed you called. You need thick skin.
- Healthcare is conservative - they're skeptical of AI, worried about compliance, and slow to try new technology. "We're not ready for that" is a common response.
- Quota pressure - you need 15-20 meetings per month, which means hundreds of calls and emails. If you have a slow week, you're scrambling to catch up.
- Repetitive work - you're saying the same pitch 60+ times per day, leaving similar voicemails, sending similar emails. It gets monotonous.
What Success Looks Like
- Book 15-20 qualified meetings per month (about 1 per working day)
- Maintain 60-80 outbound activities (calls + emails) per day
- 30-40% of your meetings show up and are qualified (AEs don't reject them as bad fits)
- Build a pipeline of warm prospects who aren't ready now but might be in 3-6 months
Who You're Selling To
Primary Buyers:
- Practice Managers, Office Administrators (smaller clinics/practices)
- Directors/VPs of Operations (hospital departments, medical groups)
- COOs, Chief Medical Officers (health systems)
- CIOs, IT Directors (larger organizations)
What They Care About:
- Provider burnout and staffing shortages (your hook: AI agents save time)
- Cost reduction and operational efficiency (your hook: 21x ROI data)
- Workflow automation without disrupting current processes
- Proof that it works (case studies, customer references)
Requirements
- 0-2 years in sales or SDR role (this is an entry-level position)
- Comfortable making 60-80+ cold calls per day and hearing "no" constantly
- Ability to learn healthcare terminology and workflows quickly (you need to sound credible on calls)
- Coachable and metrics-driven - you'll be measured daily on activity and meetings booked
- Resilience and persistence - healthcare sales is slow and rejection-heavy
- Interest in healthcare or AI (helps with motivation when the grind gets tough)