Lead Sales Development Representative

Position Title: Lead Sales Development Representative (Lead SDR)

Department: Sales

Location: Remote, United States

Employment Type: Full-Time

Compensation Structure: Base salary plus uncapped performance bonus

Direct Reports: Provides day-to-day guidance and oversight to SDR team members.

Position Summary

National Quality Systems (NQS) is seeking a Lead Sales Development Representative to generate new business pipeline and provide day-to-day oversight of SDR team activity and CRM discipline. The Lead SDR prospects into trauma programs, burn centers, and emergency general surgery (EGS) departments at hospitals and health systems, and schedules qualified discovery calls and product demonstrations for the Account Executive team.

The Lead SDR monitors SDR performance and pipeline hygiene in HubSpot, coaches team members on cadence execution and messaging and delivers a monthly summary report to sales leadership on team activity and results.

Essential Duties and Responsibilities

Prospecting and Pipeline Generation

• Conduct highvolume outbound prospecting by phone, email, and LinkedIn to identify and engage Trauma Program Managers, Trauma Medical Directors, and other clinical and administrative decision makers.
• Research and qualify target accounts across trauma centers, burn centers, and hospitals with active or developing EGS programs.
• Identify trigger events, including new Trauma Program Manager hires, designation changes, and accreditation activity, to time outreach and improve conversion.
• Execute structured outreach cadences aligned to the NQS ideal customer profile across trauma registry, burn registry, EGS registry, and Activate360 charge capture and revenue cycle solutions.
• Communicate the NQS value proposition effectively to clinical and administrative audiences.
• Schedule qualified discovery calls and product demonstrations for the Account Executive team.

SDR Team Oversight, HubSpot Management, and Reporting

• Own HubSpot oversight for the SDR team, monitoring activity logging, cadence adherence, and pipeline hygiene across all SDR accounts.
• Audit SDR records regularly to confirm accounts, contact activity, and pipeline notes are accurate and current, and resolve deficiencies with the responsible team member.
• Onboard new SDR team members and provide daytoday coaching on outreach cadence, messaging, objection handling, and HubSpot best practices.
• Escalate sustained performance or data quality concerns to sales leadership.
• Compile and deliver a monthly summary report to sales leadership covering SDR team outbound activity, qualified demos generated, conversion rates, and pipeline trends, by the deadline established each month.

Sales Collaboration and Market Development

• Partner with the Account Executive team and sales leadership to develop account strategies and refine messaging and territory approach for specific health system targets.
• Support conference and trade show participation, including preevent outreach and onsite lead generation.
• Provide feedback on prospecting trends, objections, and market signals to inform sales strategy.

General

• Support marketing initiatives, content development, and onboarding activities as requested.
• Operate in accordance with NQS policies, HIPAA, and customer confidentiality obligations, and perform other duties as assigned.

Required Qualifications

• Bachelor's degree.
• Prior experience in B2B sales, SDR or BDR roles, or clinical or healthcare environments.
• Demonstrated track record as a topperforming SDR or BDR, with prior experience mentoring, training, or informally leading peers.
• Familiarity with trauma programs, clinical registries, or ACSverified trauma center operations.
• Strong written and verbal communication skills, with the ability to engage clinical stakeholders.
• Handson experience with HubSpot CRM, including pipeline management, activity reporting, and data hygiene practices.
• Demonstrated organization and selfdirection, with the ability to manage high outreach volume alongside team oversight responsibilities.

Preferred Qualifications

• Experience selling into hospitals, health systems, or trauma programs.
• Exposure to healthcare SaaS, clinical quality data platforms, or revenue cycle solutions.
• Familiarity with trauma registry terminology, including TQIP, ACSCOT, NTDB, and PIPS.
• Prior experience coaching or leading a small team, or serving as a team lead or mentor in a sales development function.

Core Competencies

• Prospecting Discipline. Executes highvolume outreach consistently and treats activity targets as a minimum, not a goal.
• Clinical Fluency. Speaks credibly with trauma program leadership and translates registry and revenue cycle value into terms clinical and administrative audiences act on.
• Data Integrity. Maintains accurate CRM records and holds the SDR team to the same standard.
• Peer Leadership. Coaches and corrects teammates directly and constructively without relying on formal authority.
• Ownership and Accountability. Owns pipeline results and reporting deadlines, and resolves issues without waiting for direction.

Performance Measures

Performance is evaluated on individual outbound execution, SDR team HubSpot data quality, and timely reporting to sales leadership. Targets may be adjusted by sales leadership.

• Monthly Activity: Minimum of 600 outbound touchpoints per month across calls, emails, and LinkedIn outreach combined.
• Pipeline Generation: Minimum of 6 qualified demos scheduled for the Account Executive team per month.
• HubSpot Oversight: Accurate, current SDR team records in HubSpot, supported by regular audits of cadence adherence and pipeline data quality.
• Monthly Reporting: Monthly summary report on SDR team activity, pipeline generation, and conversion trends delivered to sales leadership by the established deadline.

Work Environment and Physical Requirements

This is a remote position based in the United States, requiring a dedicated, secure work environment with reliable high-speed internet suitable for confidential healthcare work. The position requires extended periods of phone and computer use and occasional travel to conferences, trade shows, and client events. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions of this position.

Compensation and Benefits

The position is eligible for an uncapped performance bonus, consistent with the NQS SDR bonus plan, earned at each stage of the sales funnel the Lead SDR drives:

• Qualified Demos: $50 per qualified demo
• Proposals: $125 per proposal
• Contracts: $500 per executed contract

At plan (6 qualified demos per month, 60 percent demo-to-proposal conversion, 40 percent proposal-to-contract conversion), estimated annual bonus earnings are:

• Qualified Demos: 72 annually, $3,600
• Proposals: 43 annually, $5,375
• Contracts: 17 annually, $8,650
• Total bonus at plan: $17,625 (uncapped)

Bonus eligibility, qualification criteria for each milestone, attribution, payment timing, and treatment upon separation are governed by a separate written bonus plan that must be signed by the employee before any bonus is earned. NQS offers a comprehensive benefits package including medical, dental, and vision coverage, paid time off, and retirement plan participation.

Conditions of Employment

• Employment is contingent upon successful completion of a background check consistent with applicable federal, state, and local law, and upon verification of employment eligibility through Form I9 and EVerify where applicable.
• Bonus eligibility is contingent upon execution of the NQS bonus plan applicable to this position.
• Employment with NQS is atwill and may be terminated by either party at any time, with or without cause or notice, consistent with applicable law.

Equal Employment Opportunity

National Quality Systems is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, disability, protected veteran status, genetic information, or any other characteristic protected by applicable federal, state, or local law.

Acknowledgment

This job description describes the general nature and level of work performed and is not an exhaustive list of all responsibilities, duties, and skills required. It does not constitute an employment contract. NQS reserves the right to modify it at any time.