Sales Development Representative (SDR)

Overview

You're an outbound SDR cold calling healthcare providers (chiropractors, physical therapists, pain management clinics) to book demos for Account Executives. StemWave sells medical devices for pain management and recovery. You work territory lists, make 60-80 calls per day, and get paid $50 for every qualified meeting that actually happens.

Role Snapshot

Company Context

Stage: Growth-stage (76 employees, building out sales org)

Size: 76 employees

Growth: Actively scaling outbound team, hiring multiple SDRs for April start

Market Position: Medical device space - competing against established pain management solutions and traditional treatments

GTM Reality

Pipeline Sources:

• 100% Outbound - You're the pipeline engine. No warm inbound leads.
• Cold calling to healthcare providers using territory lists
• Email/LinkedIn sequences as follow-up, but phone is primary

SDR/AE Structure: Dedicated SDRs booking for AEs. You qualify and hand off.

SE Support: Unknown - likely AEs handle technical demos themselves or with clinical support.

Competitive Landscape

Main Competitors: Traditional physical therapy, competing medical device companies, pain medication/injections, established recovery technologies

How They Differentiate: Medical device that "genuinely improves patients' lives" (per posting) - likely non-invasive pain management or recovery technology

Common Objections: "We already have equipment," cost concerns, skepticism about efficacy vs. established treatments, "send me information" brushoffs

Win Themes: Patient outcomes, ROI on device vs. ongoing treatment costs, differentiated technology

What You'll Actually Do

Time Breakdown

Cold Calling (60%) | Email/Follow-up (25%) | Admin/CRM (15%)

Key Activities

• Cold Calling: 60-80 dials per day to clinics and practices. You're reaching receptionists first, trying to get to decision-makers (practice owners, clinic directors). Most calls get blocked or go to voicemail. You leave messages and send follow-up emails.
• Territory Management: Work through assigned lists of healthcare providers in specific geographic territories. Research practices before calling (how many providers, what they specialize in, size of practice).
• Meeting Qualification: When you get someone interested, you need to qualify them (decision-maker or can bring in decision-maker, budget authority, actual need for pain management solutions). Only qualified meetings that actually happen count for your $50 bonus.
• Follow-up Sequences: Multi-touch email and LinkedIn sequences after initial calls. Most of your meetings come from persistent follow-up after the first touch.

The Honest Reality

What's Hard

• Gatekeepers are brutal: Medical office receptionists are trained to block sales calls. You'll get shut down constantly. "We're not interested," "Email something," "We don't take sales calls."
• Volume grind: 60-80 calls per day is relentless. Your throat will hurt. You'll hear the same objections 50 times. Most days you'll book 0-1 meetings despite hours of calling.
• Bonus-only upside: $2,500/month base is your floor. To make decent money, you NEED to hit 20+ meetings consistently. That's $3,500/month if you hit minimum. Miss quota and you're stuck at base.
• Meeting no-shows: You book a meeting, it counts toward your quota, but if the prospect no-shows or cancels, you might not get paid ("held meeting" requirement means it has to actually happen).

What Success Looks Like

• 20-25 qualified meetings per month = $3,500-$3,750 total comp
• 30+ meetings per month = $4,000+ and you're a top performer
• Consistent activity: 300-400 dials per week, 15-20% connect rate, 2-3% meeting-set rate
• Qualification accuracy: Meetings you book actually show up and are real opportunities (not tire-kickers)

Who You're Selling To

Primary Buyers:

• Practice owners (chiropractors, physical therapists)
• Clinic directors/managers at pain management centers
• Sometimes solo practitioners, sometimes multi-location practice decision-makers

What They Care About:

• Patient outcomes: Does this actually work? Will their patients see results?
• ROI: Can they generate revenue from this device vs. cost of purchase/lease?
• Competitive advantage: Does this differentiate their practice from competitors down the street?
• Ease of use: Do they need special training? Can their staff operate it?

Requirements

• Native or near-native English (you're calling US healthcare providers)
• Proven track record of 20+ qualified meetings per month in a previous SDR role (they want numbers, not potential)
• Strong cold caller - comfortable making 60-80+ calls daily without burning out
• Follow-up discipline (multi-touch sequences, persistent without being annoying)
• Highly coachable - willing to adjust pitch, objection handling, and approach based on coaching
• LATAM-based (timezone compatibility with US calling hours)
• You actually enjoy outbound prospecting (or at least don't hate it - this isn't an inbound role where leads come to you)