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Sales Development Representative, Healthcare Practice

Company Overview

Arena's predictive analytics platform helps healthcare organizations transform their workforces. 

While the labor market today typically relies on signals from resumes, we apply large amounts of data and cutting-edge data science to transform the way people are identified, hired, and deployed—a change that has the potential to transform the largest labor market in the US. Leveraged in over 1,100 healthcare facilities, including Mt. Sinai Health Systems, RWJ Barnabas Health and Sunrise Senior Living, our clients have experienced a 20%+ reduction in employee turnover and generated millions in cost savings.

We are focused on the healthcare industry today, but that is only the beginning. With a quickly growing business, proven leadership team, well-respected client base and strong venture-backing, Arena is positioned to rewire the labor market.

Responsibilities and Duties

We seek someone who takes a consultative, problem-centric approach towards sales and is eager to take ownership of leads, from prospect to qualification. We expect this person to contribute to our sales strategy and process, and to help build Arena as an industry thought leader.

The Sales Development Representative (SDR) prospects and qualifies leads to create sales-ready opportunities. SDRs research prospective customers, create outreach strategies, and identify qualified sales opportunities. SDRs will conduct exploratory conversations with potential customers, and will use business acumen and a defined sales process to identify if a prospect might logically engage Arena to achieve a goal, solve a problem, or overcome a challenge.

The SDR will schedule meetings and source early-stage sales opportunities for Sales Executives. SDRs foster customer outreach (via email, telephone prospecting, social media, industry events and other creative channels), conduct market research, and maintain appropriate level of knowledge regarding the Company's product and service offerings.

Essential Functions

  • Generate potential new clients through research, prospecting and networking, within a defined market
  • Support lead generation campaigns executed by Marketing
  • Maintain an accurate and up-to-date list of sales pipeline activity, including leads, prospects, forecasts, demographic profiling information, prospect contact information and account planning information in Salesforce
  • Maintain a level of expertise on Arena’s capabilities needed to articulate Arena’s value proposition
  • Meet or exceed annual lead gen (and subsequent sales) quota
  • Access, research, and qualify leads, which include existing marketing generated leads, new markets and account opportunities
  • Prospect social sites (e.g., LinkedIn), as well as business directories (e.g., Hoovers, ZoomInfo) and other sources
  • Identify key decision makers and influencers within prospect organizations
  • Research potential customers' business and service needs
  • Make 60 outreach contacts per day
  • Conduct prospect needs analyses
  • Submit weekly reports and pipeline activity in Salesforce
  • Other duties as assigned

Qualifications and Skills

  • At least 1 - 2 years of relevant work experience
  • Excellent written and verbal communication skills
  • Ability to multi-task, organize, and prioritize work

Benefits and Perks

  • The mission, the people, and the work.
  • The mission: work for a Company that is making the world a better place.
  • The people: work and learn in an environment where people care about growth and work/life balance.
  • The work: pragmatically represent amazing technology.
  • Competitive salary, benefits, and equity.
  • Role is based at our Corporate headquarters in Baltimore, MD..

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