# Manager, Sales Development Representatives

**Company:** [Latent](https://hotfix.jobs/companies/latent)
**Location:** New York, NY, San Francisco, CA
**Role:** Sales Development
**Experience:** 5+ years
**Skills:** sales development, Business Development, Outbound Prospecting, Pipeline Management, sales coaching, Apollo, nooks, LinkedIn Sales Navigator, Revenue Operations, AI Agents, 340b, prior authorization, specialty pharmacy, revenue cycle
**Posted:** 2026-08-10

> 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.

## Job Description

## 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.

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