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LatentLatentNew York, NY

Manager, Sales Development Representatives

Leads Latent’s business development function, owning outbound strategy, pipeline generation, hiring, coaching, tooling, and playbook development for a growing BDR team. Requires experience carrying a prospecting quota and leading SDR or business development teams in a high-growth environment.

Salary not listed
On-site5+ YOESales Development

About the role

Responsibilities

  • Build and lead Latent’s business development function, initially managing seven BDRs across San Francisco and New York offices.
  • Develop outbound strategy, messaging, onboarding, and persona-specific playbooks for pharmacy executives, 340B program directors, specialty pharmacy and revenue cycle leaders, CFOs, and CMIOs.
  • Hire, coach, and develop BDRs, including structured coaching on call recordings and creating a path from BDR to account executive.
  • Own outbound-sourced pipeline, inbound conversion, speed-to-lead, qualification, and event-generated pipeline.
  • Establish feedback loops to identify what is working and revise ineffective approaches quickly.
  • Partner with regional vice presidents, Marketing, and Revenue Operations on targeting, measurement, and execution.
  • Use AI agents and revenue tooling to improve research, personalization, follow-up, deal scoring, meeting preparation, pipeline monitoring, and reporting.
  • Manage and optimize the sales development technology stack, including Apollo, Nooks, and LinkedIn Sales Navigator.
  • Provide candid reporting on market feedback, team performance, and business development needs.

Requirements

  • 2+ years carrying a prospecting quota.
  • 2+ years leading a business development or SDR team.
  • Demonstrated success against pipeline targets, including the ability to explain funnel math.
  • Experience in a high-performing SDR organization at a rapidly growing company.
  • Fluency with modern BDR tools and a strong perspective on best-in-class technology.
  • Creativity, willingness to challenge existing approaches, and a bias toward rapid iteration.
  • Experience developing and promoting sales representatives.
  • Ability to energize a team and develop people through coaching.

Nice to Have

  • Experience building AI agents to improve team productivity or performance.
  • Familiarity with 340B, prior authorization, or specialty pharmacy operations.
  • Selling experience with health systems, pharmacy organizations, or revenue cycle teams.

Compensation and Benefits

  • Competitive compensation.
  • Meaningful equity.
  • Comprehensive benefits.

Skills

sales developmentBusiness DevelopmentOutbound ProspectingPipeline Managementsales coachingApollonooksLinkedIn Sales NavigatorRevenue OperationsAI Agents340bprior authorizationspecialty pharmacyrevenue cycle

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