Sales Development Representative - 20516

Our client provides technology, managed IT services, staffing solutions, and consulting support to organizations with complex operational and technology needs. The company has built significant experience supporting federal projects across areas such as electronic health records (EHR), cybersecurity, solution architecture, and IT services.

As part of its next stage of growth, the company is focused on diversifying its revenue base and expanding further into the commercial market, particularly healthcare organizations, consulting firms, and small to mid-sized clinics.

They are seeking a driven Sales Development Representative – MSP & Staffing who can generate new opportunities, manage the commercial sales cycle, and convert the company's technical capabilities and federal experience into new commercial revenue.

The Sales Development Representative will operate as a full-cycle sales professional, taking ownership of opportunities from initial prospecting and lead generation through discovery, solution presentation, negotiation, and close.

The primary objective of this role is to expand the company's commercial client base while also identifying opportunities to generate additional revenue from existing relationships.

The ideal candidate has at least 2 years of B2B sales experience, preferably within technology, managed services, staffing, healthcare technology, or a related industry. They should be a proactive "go-getter" who is comfortable creating their own pipeline rather than waiting for inbound opportunities.

This individual must also be capable of learning technical concepts and communicating solutions involving managed IT services, EHR systems, interoperability, cybersecurity, staffing, cloud solutions, and related technology services to prospective clients.

• Proactively identify and pursue new commercial business opportunities

• Build a pipeline of prospective clients for managed IT services, staffing, and technology solutions

• Conduct outbound prospecting through phone, email, LinkedIn, and other relevant channels

• Research prospective organizations and identify appropriate decision-makers

• Develop a strong understanding of each prospect's business challenges, technology environment, and operational objectives

• Maintain consistent prospecting and follow-up activity to build a predictable sales pipeline

• Target commercial healthcare organizations, consulting firms, and small to mid-sized clinics

• Identify organizations experiencing challenges related to:

  • Electronic Health Record (EHR) systems

  • Healthcare interoperability

  • Cybersecurity

  • IT infrastructure

  • Technology staffing

  • Solution architecture

• Understand healthcare technology pain points and connect them with relevant company capabilities

• Build relationships with key technology, operations, and executive stakeholders within target organizations

• Manage the entire commercial sales process from lead generation through close

• Conduct discovery conversations to identify client requirements and business challenges

• Qualify opportunities based on need, fit, urgency, and potential value

• Develop appropriate solutions in collaboration with internal technical and operations teams

• Conduct presentations and sales meetings with prospective clients

• Handle objections and move opportunities through the pipeline

• Negotiate commercial terms in coordination with appropriate internal stakeholders

• Maintain relationships after the sale to support retention and future expansion opportunities

• Sell managed IT services and staffing solutions to prospective businesses

• Understand client technology and workforce requirements

• Position appropriate services based on each client's operational needs

• Explain technical services in clear, commercially relevant language

• Help prospective clients understand how technology and staffing solutions can improve efficiency, security, and business performance

• Use the company's successful federal project experience to establish credibility with commercial prospects

• Translate previous work involving EHR, cybersecurity, solution architecture, and technology services into relevant commercial use cases

• Communicate proven capabilities without relying solely on federal-sector positioning

• Help prospective commercial clients understand how established expertise can be applied to their organizations

• Review the current client portfolio for additional revenue opportunities

• Identify potential upsell and cross-sell opportunities

• Re-engage existing relationships to uncover new technology, staffing, or managed service needs

• Build upon established trust to generate near-term revenue opportunities

• Maintain regular communication with clients to identify changing business requirements

• Conduct market research to identify new industries, accounts, and commercial opportunities

• Monitor competitors and broader market trends

• Develop account-specific outreach and sales strategies

• Contribute to sales forecasting and pipeline planning

• Help refine the company's commercial go-to-market approach

• Support the broader goal of diversifying revenue and reducing dependence on federal business

• Maintain accurate and current records within the company's CRM

• Track prospecting activity, conversations, opportunities, next steps, and expected close dates

• Maintain disciplined follow-up across active opportunities

• Provide visibility into pipeline health and sales forecasts

• Ensure every qualified opportunity has a clear next action

• Use CRM data to prioritize activities and improve sales performance

• Work closely with technical, marketing, operations, staffing, and leadership teams

• Gather technical input when developing client solutions

• Ensure proposed services accurately address client requirements

• Coordinate internally throughout the proposal and contracting process

• Provide market feedback that can help improve services and commercial positioning

Relevant knowledge may include:

• Managed IT Services / MSP

• IT Staffing

• Electronic Health Records (EHR)

• Healthcare Interoperability

• Cybersecurity

• Cloud Solutions

• Solution Architecture

• CRM platforms

• Microsoft Office Suite

Candidates do not need to be engineers or deeply technical specialists, but they must be comfortable learning technology solutions and translating technical capabilities into business value.

• Fully remote position

• Full-time

• Monday–Friday

• Opportunity to play a key role in building the company's commercial revenue engine

• Ownership of the sales process from prospecting through close

• Ability to leverage an established track record of successful federal technology projects

• Opportunity to develop expertise across MSP, staffing, healthcare technology, and cybersecurity

• Direct impact on the company's revenue diversification and growth strategy

• Opportunity to build relationships with healthcare, consulting, and technology decision-makers

• Potential for increased responsibility as the commercial business expands

• True sales "hunter" who enjoys creating opportunities rather than waiting for leads

• Commercially minded and motivated by measurable revenue results

• Comfortable prospecting, conducting discovery, presenting solutions, negotiating, and closing

• Technically curious and capable of learning sophisticated IT services quickly

• Confident speaking with business owners, executives, IT leaders, and healthcare stakeholders

• Persistent with follow-up while maintaining a professional, consultative approach

• Capable of working independently and taking ownership of their pipeline

• Resourceful when entering new markets or approaching unfamiliar business challenges

• Motivated by helping build a commercial sales function rather than simply maintaining an established book of business

• Qualified commercial opportunities generated

• New client acquisition

• Commercial revenue generated

• Pipeline value and growth

• Sales conversion and close rates

• Revenue generated from existing client upsells and cross-sells

• New healthcare and consulting relationships developed

• Consistency of outbound prospecting activity

• CRM accuracy and pipeline management

• Sales forecast accuracy

• Progress toward commercial revenue diversification

• Overall contribution to company revenue growth