Sales Development Representative Ote Jobs in Virginia

Surescripts serves the nation through simpler, trusted health intelligence sharing, in order to increase patient safety, lower costs and ensure quality care. We deliver insights at critical points of care for better decisions - from streamlining prior authorizations to delivering comprehensive medication histories to facilitating messages between providers.
Job Summary:
The Senior Sales Development Representative (SDR) supports our Life Sciences sales team in driving pipeline generation and market expansion within the enterprise healthcare technology sector. This role is critical to our growth strategy, working closely with dedicated Life Sciences Account Executives, Account Managers, and Marketing to identify, qualify, and engage decision-makers at pharmaceutical and adjacent healthcare organizations. The Senior Sales Development Rep will identify, target, and qualify leads to build a large funnel for the Account Executives and engage closely with Marketing to develop outreach campaigns in tandem with marketing campaigns driving strong visibility and cohesiveness in every touchpoint with a prospect.
Responsibilities:
Pipeline Generation & Qualification

• Prospect strategically into target accounts within small, medium, and large pharmaceutical organizations
• Generate qualified meetings every month per defined targets with VP+ level stakeholders across Commercial Operations, Medical Affairs, Market Access, and Patient Services functions
• Conduct discovery conversations with prospective leads to understand business challenges, priorities, and buying timelines
• Multi-thread within accounts to identify and engage economic buyers, champions, and technical evaluators
• Qualify opportunities using MEDDPICC or similar methodology, ensuring Account Executives receive Sales Qualified Leads with clear, approved use cases and validated business need
• Leverage data and insights from healthcare industry trends, formulary dynamics, and competitive intelligence to drive relevant, value-based conversations

Account-Based Engagement & Research

• Collaborate with Account Executives on target account strategies for enterprise and strategic accounts and align with Marketing on cohesive messaging strategy
• Research and map organizational structures, decision-making processes, key stakeholders and document in Salesforce CRM.
• Personalize outreach using industry-specific language, regulatory knowledge, and understanding of Life Sciences business models
• Track and document all activities, interactions, and account intelligence in Salesforce CRM
• Monitor trigger events such as drug launches, clinical trial announcements, regulatory approvals, and leadership changes. Provide updates to key internal stakeholders.

Continuous Learning & Optimization

• Master product knowledge across Surescripts' Life Sciences solutions portfolio
• Stay current on healthcare regulations (HIPAA, GDPR), industry trends, and competitive landscape
• Participate in enablement sessions, product training, and sales methodology workshops
• Test and refine messaging, cadences, and channels to optimize conversion rates
• Provide feedback to marketing on campaign effectiveness and content needs
• Collaborate cross-functionally with Marketing, Product, and Sales teams

Qualifications:
Basic Requirements:

• Bachelor's degree or equivalent work experience
• 5+ years of Sales Development Rep / Business Development Rep experience in B2B enterprise software or technology sales
• Life Sciences or Healthcare industry experience or exposure (pharma, biotech, medical device, health IT, or healthcare SaaS)
• Proven track record of consistently meeting or exceeding quota
• Enterprise prospecting expertise - demonstrated ability to navigate complex organizations and engage C-suite/VP-level stakeholders
• CRM proficiency - Salesforce experience required
• Technical aptitude - ability to quickly learn and articulate the value of complex healthcare technology solutions
• Excellent communication skills - professional written and verbal communication tailored to executive audiences
• Able to work in evolving environments, creating structure and processes where needed

Preferred Qualifications:

• Experience selling Data Solutions offerings
• Understanding of pharmaceutical commercial models (market access, patient services, hub operations, specialty pharmacy)
• Experience with sales engagement platforms (Outreach, Gong, ZoomInfo, LinkedIn Sales Navigator)
• Account-Based Sales experience
• Previous exposure to selling into pharmaceutical manufacturers at small, mid-size, or large pharma organizations

Compensation:
The On-Target Earnings (OTE) for this role is $120,000, consisting of base salary plus variable incentive compensation tied to performance.
Keywords: sales development, business development, lead qualifying, lead generation
Surescripts embraces flexibility through its Flexible Hybrid Work model for most positions. This model allows employees to work virtually while still utilizing our offices as collaboration centers. With alignment and agreement from your leadership, you can come and go from the office as needed.
To be considered for employment, applicants must have a valid U.S. work authorization allowing work without restrictions with Surecripts in the U.S. At this time, we are unable to provide support or provide sponsorship for immigration benefits such as work visas. Additionally, we do not participate in academic training programs or work-study programs through an academic institution that require employer endorsement of F-1/CPT or F-1/STEM.
What You're Like
You make informed decisions through the power of data. You know the right time to take a risk and the right time to play it safe. And you want to compete in a challenging marketplace to deliver solutions that make a positive impact on healthcare.
What We're Like
We're organized and analytical. (Though you might expect that given our department.) But we aren't just bean counters. We're inquisitive and curious. We know how to work cross-functionally to get things done. Most importantly, we know that our work supports our bottom line-and therefore supports our goal of better healthcare for all.
What the Work is Like
In Surescripts Finance & Risk Management, we aren't intimidated by transaction volumes in the billions. We think on our feet as we measure, interpret and report the company's progress, and after we study both past and present trends, we use what we learn to shape our future through a careful balance of risk vs. reward.
Why Wait? Apply Now
We're a midsize company. This means you're not just another employee ID number. Here, you can build real relationships and feel supported by truly awesome people with diverse backgrounds and talents in an innovative and collaborative work culture. We strive to create an environment where you can be yourself, share your ideas and work your way. We offer opportunities for employee development, as well as competitive compensation packages and extensive benefits.
At Surescripts, base pay is one part of our Total Rewards Package (which may also include bonus, benefits etc.) and is determined within a range. The base pay range for this position is $81,800 - $100,000 per year. Your base pay may vary within or outside of this range depending on a number of factors, including (but not limited to) your qualifications, skills, experience, and location.
Benefits include, but are not limited to, comprehensive healthcare (including infertility coverage), generous paid time off including paid childbirth and parental leave and mental health days, pet insurance, and 401(k) with company match and immediate vesting. To learn more, review the Keep You and Yours Healthy, Balancing Work and Life, and Where Talent Takes Shape links under the Better Benefits. Better Work. Better Life section of our careers site.
Physical and Mental Requirements
While performing duties of this job, an employee may be required to perform any, or all of the following: attend meetings in and out of the office, travel, communicate effectively (both orally and in writing), and be able to effectively use computers and other electronic and standard office equipment with, or without, a reasonable accommodation. Additionally, this job requires certain mental demands, including the ability to use judgement, withstand moderate amounts of stress and maintain attention to detail with, or without, a reasonable accommodation.
Surescripts is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate on the basis of race, color, religion, age, national origin, ancestry, disability, medical condition, marital status, pregnancy, genetic information, gender, sexual orientation, parental status, gender identity, gender expression, veteran status, or any other status protected under federal, state, or local law.