Sales Development Representative, Mid-Market

Job description

## **Less complexity. More dentistry. More impact.** At Videa, we help dental clinicians deliver better care to millions of patients through AI. Oral health is health. Dentists are protectors of societal wellness. We build technology that enhances the moment of care, amplifies clinical expertise, and makes proactive oral healthcare the norm. Thousands of clinicians rely on Videa every day. Your work here will be reflected in real practice, improving real patient outcomes. If you want to build something that matters, keep reading. ## **The Role** We're looking for an experienced, highly motivated Sales Development Representative to help drive new business opportunities across our Mid-Market and Enterprise segments, focusing on Dental Support Organizations (DSOs) and multi-location dental groups with 6 or more practices. This role requires someone who can balance **high-volume outbound prospecting with strategic, account-based outreach** into larger organizations. You'll work closely with our Mid-Market and Enterprise Account Executives to identify key decision-makers, build relationships with executive stakeholders, and generate qualified meetings that create meaningful sales pipeline. The ideal candidate is a proven outbound prospector who is organized, resourceful, comfortable engaging senior executives, and capable of coordinating across Sales, Marketing, and Revenue Operations to maximize our go-to-market efforts. ## **Key Responsibilities** ### **Outbound Prospecting & Pipeline Generation** - Own outbound prospecting across Mid-Market and Enterprise DSOs and multi-location dental groups with 6+ locations. - Execute high-volume daily calling, email, and multichannel outreach into lower mid-market accounts to generate qualified meetings and pipeline. - Develop strategic, personalized outreach campaigns for larger Enterprise accounts, tailored to their business priorities and leadership teams. - Identify, engage, and book meetings with DSO executives and key decision-makers, including CEOs, COOs, Chief Clinical Officers, operations leaders, and other senior stakeholders. - Navigate complex organizations, get past gatekeepers, and build relationships with multiple stakeholders across target accounts. - Consistently achieve meeting-setting, outbound activity, and qualified pipeline generation goals. ### **Account Executive Partnership & Strategic Account Development** - Partner closely with Mid-Market and Enterprise Account Executives to develop and execute account-based prospecting strategies. - Support AE outreach efforts across strategic target accounts, geographic markets, industry events, conferences, and other sales initiatives. - Research target organizations, map key stakeholders, identify business priorities, and uncover opportunities for engagement. - Help build multi-threaded relationships within Enterprise accounts, creating access to additional executives and decision-makers. - Provide AEs with relevant account intelligence, prospect insights, and context to support productive sales conversations. ### **Cross-Functional Collaboration & GTM Execution** - Collaborate with Marketing to maximize pipeline generation from campaigns, industry events, webinars, and other demand generation initiatives. - Coordinate timely prospect follow-up and targeted outbound campaigns to convert marketing engagement into qualified sales opportunities. - Partner with Revenue Operations to ensure consistent CRM adoption, accurate activity tracking, and adherence to established sales processes. - Maintain clean and accurate account, contact, activity, and meeting data in HubSpot/CRM. - Share prospect feedback, competitive intelligence, and market insights with Sales and Marketing to improve messaging, targeting, and campaign effectiveness. ### **Sales Execution & Continuous Improvement** - Build and execute structured, multi-touch outbound sequences using phone, email, LinkedIn, and other sales engagement tools. - Develop a strong understanding of VideaHealth's product suite, the dental industry, DSO operating models, and competitive landscape. - Confidently communicate VideaHealth's value proposition to both clinical and business executives. - Handle objections, create interest, and convert conversations into qualified meetings. - Review call recordings, incorporate coaching, and continuously improve prospecting effectiveness and conversion rates ## **What You Bring** - **2–4 years of SDR/BDR experience**, ideally in B2B SaaS, healthcare technology, or enterprise software. - Proven track record of meeting or exceeding outbound activity, qualified meeting, and pipeline generation targets. - Strong cold-calling experience and the ability to consistently execute high-volume outbound prospecting. - Experience prospecting into mid-market or enterprise organizations and engaging senior-level decision-makers. - Ability to balance high-volume transactional prospecting with thoughtful, strategic account-based outreach. - Strong organizational skills and experience managing multiple accounts, stakeholders, and prospecting campaigns simultaneously. - Excellent verbal and written communication skills, with the confidence to engage executive-level prospects. - Highly collaborative and comfortable working directly with Account Executives, Marketing, and Revenue Operations. - Disciplined CRM user who understands the importance of accurate data, process adherence, and activity tracking. - Resilient, competitive, coachable, and motivated by measurable results ## **Preferred Qualifications** - Experience selling into the dental industry, Dental Support Organizations (DSOs), or multi-location healthcare organizations. - Familiarity with DSO organizational structures, clinical leadership, and operational decision-making. - Experience supporting Enterprise Account Executives through account mapping, executive outreach, and multi-stakeholder engagement. - Experience with sales tools such as HubSpot, Salesforce, Nooks, Attention, ZoomInfo, LinkedIn Sales Navigator, and Zoom. - Experience supporting event-driven prospecting, conference follow-up, and coordinated sales and marketing campaigns. - Based in Utah and available to work in a hybrid environment. ## **What Success Looks Like** Success in this role is measured by your ability to consistently create qualified sales opportunities and help our Mid-Market and Enterprise teams penetrate target accounts. You'll be expected to: - Generate a consistent volume of qualified meetings through proactive outbound prospecting. - Build relationships with executive decision-makers and expand stakeholder engagement within strategic accounts. - Create meaningful pipeline opportunities for Mid-Market and Enterprise Account Executives. - Execute coordinated outreach strategies alongside Sales and Marketing. - Maintain strong CRM discipline, accurate reporting, and consistent adoption of sales processes. **We're looking for someone who can pick up the phone and generate meetings every day, while also thinking strategically about how to break into and expand relationships within our largest target accounts** ## **What It Is Like to Work Here** We win and lose together as one team. Collaboration is not a buzzword here. We share context early, ask for input, and step in to help when someone is stuck. We hold a high bar, but we stay grounded. We move fast, learn as we go, and stay focused on what matters most for clinicians and patients. ## **What We Offer** - Competitive compensation and meaningful equity - Unlimited PTO - 100 percent company-paid dental and vision coverage - Generous medical contributions - The opportunity to work on AI that is actually used every day - A team of thoughtful, driven people who genuinely care ## **Do Not Meet Every Requirement** Apply anyway. We are not looking for perfect resumes. We are looking for the right teammate who is excited to contribute to our mission and grow with us. The expected base salary range for this role is **$60,000-70,000.** Actual compensation may vary depending on factors such as experience, skills, qualifications, and location. In addition to base salary, total compensation may include bonus opportunities, equity, and a comprehensive benefits package where applicable. ## **E-Verify Participation Notice** Videa participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the United States. ## **Equal Opportunity** Videa is committed to building an equitable, inclusive, and supportive workplace. Diverse teams build better products and better healthcare. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. We have raised more than $67 million from world-class investors, including Threshold Ventures, Spark Capital, Zetta Venture, and Pillar VC, as well as leaders such as Frederic Kerrest, co-founder of Okta. Our work has been featured in TechCrunch and The Wall Street Journal. If you want to join a breakthrough health technology company and accelerate its impact, we encourage you to apply.