Sales Development Representative

Our healthcare system is the leading cause of personal bankruptcy in the U.S. Every year, over 50 million Americans suffer adverse financial consequences as a result of seeking care, from lower credit scores to garnished wages. The challenge is only getting worse, as high deductible health plans are the fastest growing plan design in the U.S. Cedar’s mission is to leverage data science, smart product design and personalization to make healthcare more affordable and accessible. Today, healthcare providers still engage with its consumers in a “one-size-fits-all” approach; and Cedar is excited to leverage consumer best practices to deliver a superior experience. The Role Cedar is looking for Sales Development Representatives to generate new pipeline, help shape our first BDR program, and connect healthcare leaders with Cedar’s solutions. This role will sit within Cedar’s Demand Generation team, part of the broader Marketing organization, and partner closely with Sales, Product Marketing, and Revenue Operations. SDRs will be responsible for engaging priority accounts, following up on high intent signals, and turning marketing and outbound activity into qualified sales conversations. As some of Cedar’s first SDR hires, you’ll have the opportunity to help shape how the function operates from the ground up. You’ll work closely with Marketing and Sales to test new approaches, identify what converts, and help establish the processes, messaging, and best practices that can scale with the team This is a high impact role for someone who is curious, persistent, and comfortable building relationships with senior healthcare leaders. The ideal candidate can research accounts, personalize outreach across email, phone, and LinkedIn, and connect Cedar’s value proposition to the priorities of healthcare organizations. SDRs will play a key role in helping Cedar build a repeatable outbound motion, generate qualified pipeline, and strengthen coordination between Marketing and Sales. What You’ll Do - Outbound prospecting: Identify and engage prospects within Cedar’s ideal customer profile through targeted outreach across email, phone, and LinkedIn. - Follow up on inbound and marketing generated leads: Respond promptly to prospects who engage through Cedar’s website, webinars, events, campaigns, and other marketing programs. - Build relationships within priority accounts: Research target organizations, identify key stakeholders, and map relationships to uncover the best paths into an account. - CRM & Pipeline Hygiene: Maintains CRM data accuracy across events, campaigns, and outreach; ensures follow-up compliance. - Expand AI driven outbound campaigns: Add thoughtful phone and LinkedIn outreach alongside AI driven email sequences to create a more complete, personalized prospecting motion. - Qualify sales opportunities: Conduct initial discovery conversations with prospects, understand their needs and priorities, and qualify opportunities for Cedar’s sales team. - Develop outbound playbooks: Help create new prospecting strategies, messaging, and creative approaches for reaching target accounts and personas. - Personalize outreach: Tailor messaging based on buyer persona, company profile, technographics, account context, buying signals, and Cedar’s core value propositions. - Drive post event engagement: Follow up with prospects after conferences, webinars, dinners, and other Cedar events to turn engagement into qualified conversations. - Partner with Account Executives: Work closely with Cedar’s sales team to prioritize accounts, coordinate outreach strategies, share account intelligence, and ensure strong handoffs when prospects are ready for deeper conversations. - Continuously improve how we work: Test new approaches, share what is working, and help build the processes and best practices that will shape Cedar’s SDR program. Qualifications - At least 1 years of experience as a BDR, SDR, or in a similar sales development role. - Experience selling into healthcare provider organizations, including hospitals, health systems, and physician practices, is strongly preferred. - Demonstrated experience with outbound prospecting across email, phone, and LinkedIn. - Comfortable identifying and acknowledging prospect objections, then redirecting the conversation toward value and outcomes. - Experience conducting initial discovery conversations and qualifying prospects for sales teams. Experience with the MEDDPICC qualifying framework is strongly preferred. - Hands-on experience with CRM and sales technology, such as Salesforce, Gong, and LinkedIn Sales Navigator. - Experience using third party intent data or account intelligence platforms to inform outreach, 6sense Sales Intelligence, is preferred. - Demonstrated ability to learn and apply product knowledge to specific prospect workflows and pain points. - Experience capturing key business data to support later stage sales conversations and product investment justification. - Strong written and verbal communication skills, with the ability to personalize messaging for different buyer personas and accounts. - Comfortable working in an environment where you will help build the process, not just follow an existing playbook. You’ll be a great fit: - Bring curiosity and ownership: you connect the dots, uncover what matters, and find new paths into accounts while helping shape what great prospecting looks like - You Raise the bar: you care about doing excellent work, challenge assumptions, and keep pushing for stronger results. - Learn fast: you seek feedback, experiment often, and use setbacks as fuel to improve. - Use sound judgment: you know where to focus, when to pivot, and how to make smart decisions with the information you have. - Stay focused on impact: you prioritize the work that creates meaningful conversations, qualified pipeline, and progress toward Cedar’s mission. Compensation Range and Benefits - Salary/Hourly Rate Range* in CA, NY, NJ, CT, WA: $61,600 - $77,000 - Salary/Hourly Rate Range* NOT in CA, NY, NJ, CT, WA: $55,440 - $69,300 - This role is also bonus eligible - This role offers a competitive benefits and wellness package *Subject to location, experience, and education #LI-REMOTE What do we offer to the ideal candidate? - A chance to improve the U.S. healthcare system at a high-growth company! Our leading healthcare financial platform is scaling rapidly, helping millions of patients per year - Unless stated otherwise, most roles have flexibility to work from home or in the office, depending on what works best for you - For exempt employees: Unlimited PTO for vacation, sick and mental health days–we encourage everyone to take at least 20 days of vacation per year to ensure dedicated time to spend with loved ones, explore, rest and recharge - 16 weeks paid parental leave with health benefits for all parents, plus flexible re-entry schedules for returning to work - Diversity initiatives that encourage Cedarians to bring their whole selves to work, including three employee resource groups: be@cedar (for BIPOC-identifying Cedarians and their allies), Pridecones (for LGBTQIA+ Cedarians and their allies) and Cedar Women+ (for female-identifying Cedarians) - Competitive pay, equity (for qualifying roles), and health benefits, including fertility & adoption assistance, that start on the first of the month following your start date (or on your start date if your start date coincides with the first of the month) - Cedar matches 100% of your 401(k) contributions, up to 3% of your annual compensation - Access to hands-on mentorship, employee and management coaching, and a team discretionary budget for learning and development resources to help you grow both professionally and personally About us Cedar was co-founded by Florian Otto and Arel Lidow in 2016 after a negative medical billing experience inspired them to help improve our healthcare system. With a commitment to solving billing and patient experience issues, Cedar has become a leading healthcare technology company fueled by remarkable growth. "Over the past several years, we've raised more than $350 million in funding & have the active support of Thrive and Andreessen Horowitz (a16z). As of November 2024, Cedar is engaging with 26 million patients annually and is on target to process $3.5 billion in patient payments annually. Cedar partners with more than 55 leading healthcare providers and payers including Highmark Inc., Allegheny Health Network, Novant Health, Allina Health and Providence.