Senior Business Development Representative

Job Description Summary Account Development Representatives (ADRs) are the front line of Castlight's pipeline. You'll turn campaign, event, and inbound interest into qualified conversations with HR and benefits leaders at large employers Your work will include self driven prospecting, outbound calls and email campaigns, while also partnering closely with marketing on campaigns and with sales on handoffs.. This isn’t just cold outreach.

You’ll follow up with people who have already shown interest through webinars, events, content, or demo requests, and you’ll work closely with marketing on the campaigns generating those leads.

How will you make an impact & Requirements What you'll doWork marketing-sourced leads from webinars, events, content, and inbound demo requests quickly and consistently

Run multi-touch outreach sequences by phone, email, and Linked In, tailored by vertical and persona

Qualify interest against Castlight's ICP and book discovery meetings for Account Executives Research target accounts and buying committees to personalize outreach for ABM programs

Keep Salesforce and Hub Spot clean: activity logged, stages accurate, and notes that are useful at handoff

Stay aligned with marketing on what's working, including which messages land, which objections come up, and which lead sources convert

Support event follow-up, including pre-event outreach and post-event meeting conversion

Share successful messaging, approaches, and best practices with the broader ADR team

What you bring3+ years in an SDR/BDR/ADR role, or a customer-facing role with a strong prospecting component

Comfort with senior buyers, since you'll be talking to benefits directors and HR executives, not end usersA track record of consistently hitting pipeline and meeting goals

Clear, direct writing

Discipline with CRM hygiene and pipeline activity

Curiosity about how healthcare and employer benefits work, and willingness to learn a complex category quickly

Coachability: you seek out feedback and act on itNice to have Experience in HR tech, benefits, health plans, or digital health

Familiarity with Salesforce, Hub Spot, and sales engagement tools

Experience working marketing-sourced or ABM programs

What success looks like

In 90 days:
You’re fully ramped on messaging and personas, and consistently booking qualified  6 months:
Consistently hitting individual targets, contributing ideas that improve the team’s approach, and becoming a trusted voice in campaign planning.

Compensation Range:$89,641.00to$The anticipated base salary range represents the Company's good-faith estimate of the compensation it reasonably expects to pay for this position at the time of posting. Actual compensation will be determined based on factors including experience, skills, qualifications, geographic location, internal equity, and business needs.