Manager, Sales Development Representatives

About this role

ABOUT LATENT

Latent is building the intelligence infrastructure for healthcare. Our clinical AI platform helps health systems streamline medication access by automating complex workflows—including prior authorizations, appeals, and 340B compliance. By surfacing the right clinical evidence from EHR data, we reduce administrative burden, accelerate patient access to therapy, and improve outcomes.

Some of the largest health systems in the country are already customers. We're growing north of 100% year over year, and backed by General Catalyst, Conviction, and Y Combinator.

THE ROLE

Latent's business development team opens the first conversation with the health systems we want as partners — the pharmacy, finance, and IT leaders who decide how medication access works inside their organizations. Those conversations are hard to earn and worth a great deal when we do, and they're where our growth starts.

You'll be the first dedicated leader of that team. Seven BDRs are in seat today, split across our San Francisco and New York offices, and the team grows from there. You'll build the outreach strategy and the messaging behind it, hire and develop the reps who run it, get real leverage out of our tooling and AI rather than just more volume, and run a feedback loop tight enough that the team knows within weeks what's working and drops what isn't.

You'll partner with our RVPs and Marketing on where to aim, and with Revenue Operations on how we measure it. Much of this is still being built, which is the point.

YOU’LL BUILD WITH AGENTS, NOT JUST BUY MORE TOOLS

This is not a "we'd love to explore AI someday" role. Our Revenue Operations team runs a production multi-agent layer over the revenue org — deal scoring, meeting prep, pipeline monitoring, weekly briefs — and they will teach you to build your own. If you've never written an agent, that's fine. If you have, you'll find people here who speak the language.

You'll also own real influence over the stack. We run Apollo, Nooks, and LinkedIn Sales Navigator today, and you'll have the authority to buy what's best-in-class and cut what isn't. The measure isn't how many tools your reps have open - it's whether each rep is measurably better at research, personalization, and follow-up than they were a quarter ago.

OUTCOMES YOU'LL OWN

- Outbound sourced pipeline. The number, and the motion that produces it, quarter over quarter.

- Inbound conversion. Speed-to-lead and the qualification of everything Marketing sends us, so good demand doesn't die in a queue.

- Pipeline from the field. Conferences and events that generate real opportunities, not badge scans — including the follow-up motion that converts them.

- Reps who get better. Structured coaching on real recordings with pharmacy and revenue cycle leaders, and a credible path from BDR to AE with people promoted into it.

- Playbooks that work, and get rewritten when they stop. Onboarding and persona-by-persona outbound for pharmacy executives, 340B program directors, specialty pharmacy and revenue cycle leaders, CFOs, and CMIOs.

- The honest read-out. What's working, what isn't, and what the BD function needs from the rest of the company to drive better outcomes. You are our read on the market.

WHAT YOU'LL BRING

- 2+ years carrying a prospecting number yourself, and 2+ years leading a business development or SDR team.

- Demonstrated success against pipeline targets, with the funnel math behind it that you can walk us through.

- Time inside a best-in-class SDR organization, at a company going through rapid growth.

- Fluency with the modern BDR stack: you’ve tested a lot of tools and have a strong perspective about what is best in class.

- Creativity, and a real willingness to break the mold when it stops working.

- Reps you've developed and promoted — and references from people who chose to work with you more than once.

- Energy that lifts a team, and a bias for fast iteration over long planning cycles.

NICE TO HAVE

- You've built agents to make your own team faster or better.

- Familiarity with 340B, prior authorization, or specialty pharmacy operations.

- Selling experience in health systems, pharmacy, or revenue cycle.

WHY LATENT

- Build and lead a critical function from the ground up, with a direct line to the executive team and real influence over how we grow.

- Hire and develop the next generation of Latent's sales leaders.

- Work alongside people who genuinely care about changing healthcare — on work that shortens the distance between a prescription and a patient receiving therapy.

- Competitive compensation, meaningful equity, and comprehensive benefits.

Latent Health is an equal opportunity employer. We consider all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic. If you need accommodation during the interview process, tell your recruiter and we'll arrange it.

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