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Senior Sales Development Manager

Remote, USA

About Lantern

Lantern is the specialty care platform connecting people with the best care when they need it most. By curating a Network of Excellence comprised of the nation's top specialists for surgery, cancer care, infusions and more, Lantern delivers excellent care with significant cost savings to employers and their workforces. Lantern also pairs members with a dedicated care team, including Care Advocates and nurses, for the entirety of their care journey, helping them get back to good health, back to their families and back to work. With convenient access to specialists nationwide, Lantern means quality care is within driving distance for most. Lantern is trusted by the nation's largest employers to deliver care to more than 6 million members across the country. Learn more about us at lanterncare.com. 

About You:

  • You use LOGIC in your decision making and understand that progress is critical to making change. You focus on the execution of your content while balancing a fast-paced environment and you take the time to celebrate both the small & big wins. 
  • INCLUSION is a core tenant of your personal beliefs. A diverse and inclusive environment is incredibly important to you. You understand and desire to be a part of a diverse team with different experiences and perspectives & you cherish the differences in each individual that you interact with.
  • You have the GRIT, drive and ambition to tackle big problems. Big problems require big ideas and a team that supports new ideas. 
  • You care deeply for your customers are driven to keep HUMANITY in all decisions. Your customers aren’t just the individuals using your product. They are the driving factor in your motivation to make a change.
  • Integrity guides you in life. Focusing on the TRUTH vs. giving people the answers they want to hear. 
  • You thrive in a Team Environment. Collaboration is key in innovation and creating change.

These pillars of LIGHT are a reminder to our team that we are making a difference by providing guidance and support in navigating the often complex and confusing landscape of healthcare. We hope that through this LIGHT, individuals can find their way to the best care, resources, and support they need to get back to life. 

 

If this sounds like you, we would love to connect to speak further about career opportunities at Lantern.

Please apply to our role & someone from our Talent Acquisition Team will reach out to help you navigate our interview process.

 

JOB OVERVIEW

Lantern is looking for a hands-on SDR leader who thrives in the weeds to lead our Sales Development team.

This role is all about building high-quality pipeline and growing the people who make that happen. You’ll manage, coach, and develop a team of SDRs focused on opening doors with HR and Benefits leaders at self-insured employers.

You'll be deep in the action: reviewing calls, refining messaging, testing new talk tracks, and helping reps learn how to earn real conversations. You'll partner closely with Marketing, Demand Generation, and Events to turn campaigns, field efforts, and buying signals into booked meetings and qualified pipeline. And you’ll focus on building pipeline that doesn’t just look good on a dashboard, but actually converts to closed-won revenue.

You bring a mix of coaching, execution, and strategy, leading with empathy, holding a high bar, and using data to drive smart decisions. You care deeply about helping reps grow into confident, high-performing sellers. Experience in healthcare or HR tech, selling to HR or Benefits buyers, and comfort with healthcare terminology is a big plus. Familiarity with AI tools to drive sales productivity and insights is preferred.

If you’re excited to lead from the front, build a strong bench, and drive pipeline that actually converts, we’d love to meet you.

 

Responsibilities:

Lead & Coach the SDR Team

  • Hire, onboard, and develop a high-performing SDR team with strong knowledge of Lantern’s product, value proposition, and sales tools
  • Conduct weekly 1:1s, call reviews, and pipeline reviews to coach reps and reinforce sales playbook standards
  • Deliver real-time feedback to improve messaging, qualification, and overall outbound execution
  • Build repeatable workflows and processes that leverage AI to boost productivity, personalization, and conversion rates across the team

Drive Performance & Pipeline

  • Own SDR team performance across meetings booked, pipeline generated, and conversion rates
  • Analyze activity and pipeline data to identify gaps, trends, and opportunities for optimization
  • Set clear expectations around activity, quality, and outcomes—and coach consistently to those benchmarks

Execute Strategy & Messaging

  • Partner with Sales and Marketing to launch outbound, inbound, and ABM plays targeted to HR and Benefits leaders
  • Ensure SDRs follow established cadences, maintain CRM hygiene, and execute strong handoff processes
  • Continuously test and refine messaging based on data and market feedback
  • Use AI tools to identify high-potential leads, tailor outreach, and enable smarter segmentation and prioritization

Work Cross-Functionally

  • Collaborate with Demand Gen and Events to turn campaign responses and event engagement into qualified meetings
  • Provide regular feedback to Marketing on content, messaging, and campaign performance from the front lines
  • Align closely with GTM stakeholders to ensure pipeline goals are met through coordinated efforts

Build Culture & Retention

  • Foster a high-energy, development-focused culture that balances empathy with accountability
  • Create clear development paths for SDRs into AE, Marketing, and other GTM roles
  • Promote a team environment that celebrates learning, improvement, and team wins

 

Qualifications:

Required

  • 3–5+ years leading SDR or BDR teams in B2B sales (bonus points for healthcare or HR tech experience)
  • Proven success building pipeline through outbound, inbound, and ABM—not just reacting to inbound interest
  • Strong track record of hitting team quotas and coaching reps to understand the why, not just the what
  • Proficient in Salesforce, Outreach, and tools like Nooks—you’ve cleaned up more than a few messy sequences
  • Data-driven: you know how to spot drop-off points and coach based on what the numbers show
  • Hands-on coach who gives feedback that sticks and leads to real improvement
  • Clear, confident communicator who can rally a team and work well across Sales, Marketing, and Growth Preferred
  • Healthcare or HR‑tech domain expertise
  • Experience selling to HR, Benefits, or People teams
  • Familiarity with healthcare compliance, benefits terminology, employee wellness
  • Experience using AI tools to drive productivity and insights

Strong Candidates Will:

  • Give reps feedback that helps them grow, not just hit quotas
  • Dive into the trenches: rewrite subject lines, sharpen talk tracks, and pick up the phone when needed
  • Partner closely with marketing, events, and demand gen to turn campaigns into real conversations
  • Use data to identify where leads drop off—and fix it quickly without waiting for perfect condition
  • Thrive in a fast-paced, startup environment where priorities shift fast
  • Own outcomes like a founder, not just activity metrics
  • Leverage data and dashboards to diagnose issues, test ideas, and iterate quickly
  • Balance empathy with results to build a team culture that’s both human and high-performing

 

Benefits

  • Medical Insurance
  • Dental Insurance
  • Vision Insurance
  • Short & Long Term Disability
  • Life Insurance
  • 401k with company match
  • Paid Time Off
  • Paid Parental Leave

 

Lantern does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.

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