Department: Sales and Business Development
Work Arrangement: Remote
Job Type: Independent Contractor, Full Time
Work Schedule: US Time Zone (candidate expected to be flexible with the client's preference, typically EST/PST business hours)
Locations: Philippines, LATAM, South Africa, Kenya, and other remote regions with excellent English communication skills
About Pearl Talent
Pearl works with the top 1% of candidates from around the world and connects them with the best startups in the US and EU. Our clients have raised over $5B in aggregate and are backed by companies like OpenAI, a16z, and Founders Fund. They're looking for the sharpest, hungriest candidates who they can consistently promote and work with over many years. Candidates we've hired have been flown out to the US and EU to work with their clients, and even promoted to roles that match folks onshore in the US.
Hear why we exist, what we believe in, and who we're building for: WATCH HERE
Why Work with Us?
At Pearl, we're not just another recruiting firm—we connect you with exceptional opportunities to work alongside visionary US and EU founders. Our focus is on placing you in roles where you can grow, be challenged, and build long-term, meaningful careers.
Role Overview
The Sales Development Representative (SDR) owns the top of the sales funnel, driving business growth through strategic prospecting, outbound outreach, and relationship building with potential clients. This role is vital to expanding company presence across target markets—whether healthcare distributors, enterprise Fortune 1000 accounts, or B2C customers. You'll identify high-value prospects, execute high-volume outreach campaigns, book qualified meetings, and nurture pipelines that directly drive revenue. Working across diverse industries including healthcare medical devices, AI/SaaS platforms, and consumer health services, you'll combine research discipline, persuasive communication, and metrics-driven execution to create measurable business impact and open doors for sales teams.
Your Impact
Your prospecting excellence will directly drive company growth by building robust sales pipelines that fuel revenue generation. By identifying and engaging distributors, enterprise accounts, and high-intent leads, you'll expand market reach and enable faster scaling. Your outreach will create access to innovative solutions—improving patient care in healthcare contexts or helping businesses automate complex processes with AI. Through strategic relationship building with B2B distributor networks, you'll accelerate market penetration beyond what direct sales alone could achieve. Your customer insights gathered from prospect conversations will inform product development, marketing messaging, and sales playbook improvements. By consistently hitting outbound activity KPIs and conversion targets, you'll establish predictable pipeline flow that supports sustainable business growth.
Core Responsibilities
Prospecting & Lead Generation (40%)
- Identify and prospect target accounts including distributors, sub-distributors, enterprise companies, and healthcare providers
- Research and qualify new B2B accounts, medical practices, and Fortune 1000 companies using LinkedIn, Apollo, Sales Navigator, and other tools
- Execute high-volume outreach through email, phone, LinkedIn, and multi-channel campaigns to secure discovery calls and meetings
- Build targeted prospect lists based on ideal customer profiles and strategic priorities
- Break through gatekeepers and reach key decision-makers including executives, directors, and procurement teams
- Use prospecting tools (Apollo, Instantly, Halo) to build and manage efficient outreach campaigns
- Maintain detailed prospect information and engagement records within CRM systems
- Generate qualified pipeline meeting volume targets and conversion benchmarks
Outbound Engagement & Meeting Generation (30%)
- Book qualified meetings for sales teams with decision-makers and high-intent prospects
- Close booked calls with warm leads who have demonstrated interest and qualification
- Execute strategic outbound campaigns across LinkedIn, email, cold calling, events, and conferences
- Craft compelling outreach messages that communicate value propositions clearly
- Handle initial objections gracefully and position solutions effectively
- Engage potential clients through professional, persuasive communication
- Make clients feel heard, build trust, and move them toward next steps
- Transition qualified opportunities to Account Executives with thorough context and preparation
Pipeline Management & Relationship Nurturing (20%)
- Own and manage sales pipeline with diligent follow-up after calls and outreach
- Maintain consistent engagement with assigned accounts to strengthen long-term B2B relationships
- Loop back with prospects via SMS, email, and calls who haven't yet closed
- Handle customer objections gracefully and provide appropriate solutions or resources
- Support bulk order inquiries, product details, and partnership opportunity discussions
- Manage ongoing communications with distributors, providers, and enterprise contacts
- Tightly prioritize across pipeline based on deal size, likelihood to convert, and strategic value
- Stay organized managing complex pipeline of interested prospects across multiple stages
Reporting, Data Management & Process Improvement (10%)
- Ensure accurate CRM data entry for all outreach activities and engagement metrics
- Track pipeline performance, conversion rates, and activity metrics in Salesforce or HubSpot
- Provide weekly activity reports highlighting opportunities, risks, and performance against KPIs
- Obsess over metrics including no-show rate, first call close rate, overall close rate, and conversion rates
- Analyze call recordings to determine what works and identify improvement opportunities
- Furiously iterate sales process and continuously improve team's collective playbook for scaling
- Transfer customer insights to marketing, product, and sales teams to improve funnel conversion
- Contribute to sales enablement initiatives including short demo videos or outreach content creation
Requirements
Must-Haves (Required)
- Experience: 1-3+ years in sales development, business development, healthcare sales, B2B SaaS sales, or SDR/account management roles (at least 6+ months in call-based or phone sales)
- Language Proficiency: Fluent English with minimal accent or American accent; excellent written and verbal communication skills
- Prospecting Success: Proven experience prospecting and engaging distributors, sub-distributors, or enterprise accounts in B2B settings
- CRM Expertise: Hands-on experience using CRMs (Salesforce or HubSpot required) with strong data discipline
- Outbound Tools: Experience with outreach platforms including Apollo, LinkedIn Sales Navigator, Instantly, Halo, or similar tools
- Pipeline Generation: Demonstrated success sourcing, prospecting, and generating qualified pipeline
- Research Skills: Strong research discipline and attention to detail in identifying and qualifying prospects
- Closing Ability: Understanding of when and how to move prospects forward, prioritizing leads strategically
- Metrics-Driven: Obsessed with numbers and focused on activities that drive results; hate fluff
- Remote Performance: Proven ability to work independently and meet outbound activity KPIs in remote environment
- Resilience: Grit to handle rejection, persistence to break through obstacles, and energy to improve processes
Nice-to-Haves (Preferred)
- Enterprise sales exposure selling into Fortune 1000 or large enterprise companies
- Background in medical device, equipment, healthcare product sales, or B2C health services
- Experience working with healthcare distributors, channel sales partners, or medical practices
- Familiarity with HIPAA-adjacent communication and compliance standards
- Track record of consistent lead conversion or appointment-setting success above benchmarks
- Experience in AI/SaaS technology sectors or no-code platforms
- Sales theory knowledge comfortable transitioning between techniques based on customer type
- Direct response copywriting skills recognizing value props and effective phrasing
- Basic familiarity with AI tools and technical curiosity to learn product details
- Experience with simple content creation (short videos, demos) for sales enablement
- Understanding of D2C digital marketing to contribute funnel improvements
- Event or conference networking experience for business development
Tools Proficiency
Must-Haves (Required)
- CRM Systems: Salesforce or HubSpot (required for pipeline management)
- Prospecting Tools: Apollo, LinkedIn Sales Navigator, or equivalent outbound platforms
- Communication: Gmail/Outlook, phone systems, Zoom for video calls
- Productivity: Google Workspace (Sheets, Docs) or Microsoft Office Suite
Nice-to-Haves (Preferred)
- Sales Engagement: Instantly, Outreach, SalesLoft, or email sequencing platforms
- Pros