Remote SDR: Equity Path to Partner

The Wilkinson Firm (TWF) is an enterprise workforce strategy and solutions company with two divisions: HR Advisory (behavioral health and HHS focus) and Hospitality Staffing. Headquartered in NC and Atlanta, Georgia, respectively. The next 24 months are about building and expanding a real book across the HR Advisory practice serving behavioral health and HHS clients.

TWF's HR Advisory division has product-market fit and a founding-cohort partnership pipeline. The closing motion has been founder-led until now. You're the first SDR. You'll build the outbound motion that refills the pipeline at the cadence the division needs to hit $1.2M Y1 ARR. If you're the right person, you become a partner in this division long-term.

• TWF Earned Equity Ladder:
  Tier 2 (1-3% equity) eligible at month 6 against the 5-gate evaluation
• Tier 3 (3-8% equity) progression by month 18 if you continue performing and take on strategic ownership
• Tier 4 (8-15% equity, true partner level) by month 36 for the right person
• HR Advisory engagements are bigger-ticket than Hospitality Staffing. Your commission share compounds faster per signed deal
• The math: 8-15 signed engagements in Y1 at $40,000 to $80,000 average annualized retainer puts the division near its ARR target and puts you in Tier 2 equity range by month 6

• Base: $0 first 90 days. Modest base ($1,500 to $2,500/month) introduced at month 4 once you've sourced 2-3 signed engagements and cash flow supports it
• Commission: 10% of first-year contract value on every signed HR Advisory engagement you sourced
• Bonus stack: $250 per qualified Discovery Call that converts to a proposal, $2,500 per signed HR Advisory engagement, $1,000 per completed Workup
• Realistic Y1 total comp at target performance: $45,000 to $115,000
• Equity: see "The partner upside" above

This is:

• Employee-level-1 on the outbound side of a relationship-led, advisory-grade services practice
• Founder-led with hands-on weekly support during ramp
• Equity-bearing with a real path to partner-level ownership
• Built around relationships and trust. We close clinical executives by sitting in their world, not pitching at them

This isn't:

• A mature SDR org with a playbook, dashboards, and an SDR manager above you. You'll help build them
• A high-volume cold-spam motion. HHS executives screen out vendor-feeling outreach in two seconds
• A hand-holding environment. People who need a defined system to operate inside will struggle here

• Build the outbound playbook for behavioral health and HHS practice clients
• Run 30-50 personally-signed cold emails per business day into Executive Directors, Practice Owners, Clinical Directors, CHROs, and CFOs
• Send 25-40 Linked In Sales Navigator connection requests per week with one-line personalized opens
• Place 8-15 warm-then-cold dials per day to people who opened or accepted
• Lead with The Workup as the wedge offer in your outreach
• Qualify replies, book Discovery Calls on the founder's calendar, log everything in Hub Spot
• Iterate copy weekly. Document what works so the next SDR has a playbook

TWF's HR Advisory division has the founder closing, the Director of Community Partnerships sourcing warm relationships, and the partnership pipeline showing strong proof-points. There is no dedicated outbound motion to fill the rest of the funnel. You're it. Without you, the division can't hit its $1.2M Y1 ARR target. With you, it becomes the firm's flagship practice.

• Day 30: outbound stack stood up, first 100 personally-signed emails sent, first 3 Discovery Calls booked, first Workup in flight
• Day 60: 8-12 HR Advisory Discovery Calls booked per month becoming routine
• Day 90: 10% positive reply rate sustained, first 1-2 signed engagements or strong proposal pipeline
• Day 180:
  Tier 2 equity grant landed if performance sustained
• Day 365: SDR playbook documented, contribution to $1.2M Y1 ARR target traceable in Hub Spot, Tier 3 equity progression on the table

• 6 months to 3 years in B2B outbound sales (HR consulting, healthcare services, or PEO sales preferred)
• Comfortable selling to mission-driven clinical…