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Business Development Representative

Nashville, TN

 

*Start date for this role is May/June 2027*

 

 

COMPANY OVERVIEW 

Clearwater is a leading provider of cybersecurity, risk management, and compliance services for healthcare and other regulated industries. We partner with hospitals, health systems, physician groups, digital health companies, and organizations supporting the Defense Industrial Base (DIB) to protect mission-critical information, improve cybersecurity maturity, and meet compliance requirements. 

Clearwater combines deep healthcare cybersecurity expertise with technology-enabled services, including IRM|Pro® software, managed security offerings, advisory services, assessments, and compliance programs. Our mission is to protect patients and critical infrastructure by maturing our clients’ security posture and enabling long-term resilience. 

 

POSITION SUMMARY 

You are the first touchpoint in the sales cycle, representing the Clearwater brand in responding to inquiries that flow through marketing channels and reaching out to prospective clients who fit our target profile. Your day-to-day as a Business Development Representative typically includes: 

  • Researching and creating targeted lists of people (prospects) who could benefit from Clearwater managed services, consulting services, and software offerings 
  • Developing curated, targeted prospect lists 
  • Reaching out to prospects to identify needs and pain points 
  • Guide qualified prospects onto the next stage of the sales process by booking a discovery conversation between the prospect and the Clearwater Sales team 
  • Continuously improve sales development skills and learn the different career paths to create a lucrative future in cybersecurity sales 

 

SPECIFIC JOB RESPONSIBILITIES  

Provide professional outreach to contacts that fit our ideal customer profile and create warm engagement for Sales meetings.  

  • Utilize Salesforce.com, Salesloft, ZoomInfo, LinkedIn connections/messages, cold calling, and email to enhance optimal engagement and intro to Clearwater’s portfolio of services  
  • Identify the prospect's needs and nurture with messaging of the appropriate Clearwater service  
  • Build long-term trusting relationships with prospects to qualify leads as sales opportunities 
  • Proactively manage multiple target markets with informed updates from our thought leadership content with an end goal of setting up a qualified prospects and appropriate sales teams  
  • Collaborate with Sales for regional events and sponsored conferences to obtain onsite meetings with targeted executive attendance.  
  • Execution of activities and meeting goals with marketing to achieve the department's new book sales objectives. 
  • Generate qualified leads through execution of high-volume outbound prospecting, including 100+ emails per day, and call follow-ups triggered by opens or clicks, to build and manage lead development pipeline across all markets 
  • Prospect into multiple organizations via cold-calling, networking, and e-mail/e-marketing. 
  • Qualify all sales leads based upon specific lead qualification criteria  
  • Schedule introductions/ meetings for Account Executives and ensure timely follow up. 
  • Maintain Salesforce records by continuously logging prospecting activities, adding new contacts, and updating account information with useful account intelligence. 

 

EXPERIENCE REQUIRED 

  • 0-2 years of working experience in a Sales Development Representative/Business Development Representative role; candidates with prior experience should demonstrate a strong track record of achieving KPIs 
  • Prior experience in cybersecurity and/or healthcare services/technology is a plus 
  • Working in an organization that sells more than one service to multiple target markets is a plus 

 

QUALIFICATIONS, SKILLS & KNOWLEDGE    

  • Bachelor’s degree 
  • Strong communication skills via phone and email; ability to converse with and influence a variety of organizations and decision makers 
  • Proven creative problem-solving approach and strong analytical skills  
  • Work collaboratively in a team-based environment and execute upon interdepartmental strategy.  
  • Organize and implement a multi-channel prospecting approach, maximizing your outreach efforts by developing and utilizing sequences in SalesLoft 
  • Self-Motivated and able to work independently 
  • Be able to adapt processes to enhance the identification of strategic accounts and prospects making the most of the tools available (Salesforce, ZoomInfo, Linkedin Sales Nav, Pitchbook, Hubspot, and SalesLoft) 
  • Develop a strong relationship with account executives to develop a deep understanding of Clearwater’s value proposition and products to effectively communicate their benefits to prospects 
  • Demonstrated drive and resilience; motivated by success, thrive in a target-driven, and consistently looks for ways to improve. 
  • A quick learner who takes ownership of their development and proactively seeks out challenges and feedback. 
  • Ability to embrace Clearwater’s CLEAR core values (Commitment to Client Success, Lead with Accountability, Integrity & Collaboration, Excellence in All That We Do, Advance Colleague Success, Respect & Transparency) and culture.   

 

WORK ENVIRONMENT 

  • This is a full-time, in office role. Office location: Nashville, TN 
  • Colleagues receive a company-issued laptop, and the Company provides needed subscriptions to required services such as Salesforce.com. Most outbound and inbound calls can be executed and answered via corporate laptop or forwarded to your cellphone with approved Clearwater security configurations (no cellphone charges will be incurred) 
  • Person may be asked to work flexible hours to accommodate East Coast and West Coast standard business coverage, online presence and responsiveness with strong communication skills is expected  

 

COMPENSATION & BENEFITS 

  • Base Salary 
  • Uncapped commissions + accelerators for exceptional performance 
  • Participation in Company’s Medical/RX, Disability, Life/ADD Insurance, and 401K benefit programs 
  • Flexible Time Off (FTO) vacation policy 

 

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this position. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of colleagues in the role. All colleagues may be required to perform duties outside of their normal responsibilities from time to time, as needed. 

Clearwater is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. Please inform Clearwater/Redspin’s Recruiting team if you need any assistance completing any forms or to otherwise participating in the application process. 

Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires the ability to use a personal computer for extended periods of time.

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