This is not a traditional sales development role. We are not looking for someone to dial through a list and book meetings. We are looking for two people who think like analysts, act like owners, and understand that the most powerful thing you can say to a healthcare executive is something they did not expect you to know about their world.

Think about how analysts and associates work at investment and PE firms. Before they ever pick up the phone, they know everything about the organization they are approaching — the leadership, the strategic priorities, the market dynamics, what is changing in their world, and exactly why this moment is the right moment to have a conversation. They do not pitch. They start conversations built on genuine intelligence. That is the standard we hold here.

The GDR at blueBriX is not a message delivery agent. They are a market intelligence professional who happens to reach out. By the time a GDR contacts a behavioral health executive or a VBC operator, they know that organization’s world better than the organization expects anyone outside it to know. The outreach feels inevitable — not intrusive.

“Do not think of yourself as a GDR. Think of yourself as an analyst who happens to reach out. Your value is not in the activity — it is in how deeply you understand the people and organizations you work with.”

Two Open Roles:

GDR #1 — Behavioral Health EHR Track

Multi-site behavioral health organizations — SUD treatment centers, CCBHC programs, adolescent mental health, IOP/PHP providers — evaluating or replacing their EHR. Minimum 51 users. You know their world: 42 CFR Part 2, CCBHC compliance reporting, Medicaid billing complexity, clinical documentation burden.

Anchor Reference: New Hope Treatment Centers — multi-state, 300 users, complex SUD and adolescent mental health programs. Found blueBriX through organic search, sent 27 people to a single demo session, and asked for pricing for 300 users before we told them they were a finalist. That is the organization type you are targeting. You will know them before you reach out.

GDR #2 — VBC / ACO Track

VBC operators, ACO management companies, and risk-bearing physician groups that operate their own care management programs. Minimum 10,000 attributed lives under active VBC arrangements. You understand the distinction between an ACO entity and the organization actually delivering care management on the ground — not outsourcing it.

Anchor Reference: Arkos Health — national VBC operator, expanding into new markets, with a model built on taking real financial risk on complex patient populations. That is the profile you are hunting: organizations that have committed to value-based care and need the technology infrastructure to deliver on it.

What You Own — End to End

This is not a partial role: You own the entire relationship from first market signal to qualified handover — outbound intelligence, nurture sequencing, inbound follow-up, signal monitoring, re-engagement of dormant prospects, and the discovery call that confirms fit. Once you hand a qualified opportunity to the Sales Execution Team, your role ends cleanly. Everything before that handover is yours.

Market Intelligence — Know Before You Reach Out

For every Tier 1 target, you build a complete picture before any outreach begins — leadership, strategic priorities, current EHR platform, regulatory pressures, pain signals, and why this moment matters. No outreach without a brief. No exceptions.

Outreach Sequencing — Give Before You Ask

You run personalized 5-touch nurture sequences for every Tier 1 account. Touches 1 and 2 give value — no ask. Touch 3 references engagement signals. Touch 4 makes a specific, relevant direct move. Touch 5 closes the loop respectfully. You never open with a meeting request.

Signal Detection — The Morning Ritual

Every morning — 15 minutes, non-negotiable — you review HubSpot visitor intelligence. When a target organization visits the website, you respond within 4 hours. A second visit within 48 hours is a hot signal — escalate immediately. The window to act is hours, not days.

Inbound Follow-Up — Speed Wins

When an ICP-fit organization submits a demo request or fills out a form, you are the first human response — within the same hour where possible. You have already researched them before you call. The first conversation sets the tone for the entire relationship.

Re-Engagement — The Dormant Asset

Prospects who did not convert are not deleted — they are deferred. At 90 and 180 days you re-engage them with a different angle: a new regulatory development, a relevant case study, a product capability that did not exist when you first spoke. You also manage the long-term nurture list — keeping blueBriX visible through content distribution until their timing changes.

Discovery Call — Qualify With Precision

You run the discovery call with a complete account brief already prepared. Five BANT questions answered and documented in HubSpot within 2 hours. A clean disqualification is a good outcome — it means you are qualifying properly. Nothing moves to the Sales Execution Team without a complete handover: account brief, BANT summary, and named economic buyer.

Intelligence Loop — Feed the System

Every week you participate in the Content-SDR sync with the Research team and the AVP Revenue Operations. You bring back real market signals — what prospects are asking, what objections are surfacing, what the market is talking about. That intelligence becomes content. That content becomes better outreach. The loop compounds every week.

CRM Discipline — The Record Is Yours

You treat HubSpot as yours — not as a reporting obligation. Every contact, interaction, signal, and stage change documented accurately and in real time. The pipeline is only as real as what is in the CRM. You own its integrity in your territory.

What a Typical Day Looks Like

Morning: HubSpot visitor review — 15 minutes. Check overnight website visitors. Any target organization with 3+ page views gets a research task created immediately. Any known contact who visited gets a same-day response queued.

Mid-Morning: Account research and brief preparation. Build or update intelligence briefs for the week’s outreach targets using Clay, LinkedIn, Google News, state health department announcements, and regulatory databases. Know more than they expect you to know.

Late Morning: Outreach execution. Send personalized touches from active sequences — each reviewed before sending. Reference something specific. Give something relevant. No generic templates.

Afternoon: Responses, signals, and conversations. Respond to any replies or engagement signals. Advance conversations toward discovery call bookings. Update HubSpot in real time — not at end of day.

Late Afternoon: Re-engagement and nurture management. Review the 90-day trigger queue. Distribute content to the long-term nurture list. Close completed sequences cleanly and move disqualified contacts to the correct status.

Friday: Weekly intelligence snapshot delivered to the AVP Revenue Operations before end of day. What did you learn this week? What signals are worth flagging? What is the market saying that we are not yet reflecting in our outreach?

What You Are Listening For — Buying Signals

Part of the role is systematic monitoring. These are the categories of signals that indicate the right moment to move a target organization from the list to active outreach.

Leadership Changes

• New Executive Director or CEO — first 90 days is the window
• New Clinical Director or CMO hired
• New CIO or Director of Technology
• Key contact moves to a new organization

Regulatory & Compliance

• CCBHC certification awarded or announced
• State Medicaid behavioral health policy change
• New CMS MSSP ACO enrollment or expansion
• Compliance deadline approaching for current regulations

Growth Signals

• New program or location opening announced
• Grant award or new funding announced
• Multiple job postings simultaneously
• EHR staff job posting — platform friction signal

Technology Signals

• Current EHR vendor end-of-life or acquisition
• Job posting specifically for EHR Administrator
• Attendance at health IT conference announced
• Competitor of target organization adopts new platform

Website & Digital Signals

• 3+ page views from a target organization domain
• Second visit within 48 hours — hot account
• Demo request form submission — same-hour response
• Specific product page visited — active evaluation signal

Relationship Signals

• Prospect goes quiet after warm conversation — 60+ days
• Peer organization at prior employer adopts blueBriX
• Target attends relevant industry conference
• Competitor of existing customer showing active interest

Who We Are Looking For — Skills Matter Less Than How You Think

We can teach the healthcare domain. We can teach the tools. We can teach the process. What we cannot teach is intellectual curiosity, ownership mindset, and the instinct to research before reaching out.

Genuinely curious about unfamiliar territory:

You have had to get up to speed on a subject you knew nothing about and you leaned in rather than waiting for someone to explain it. Healthcare, value-based care, behavioral health — you find these genuinely interesting, not intimidating.

You know the difference between information and insight:

Your written summaries are concise and actionable. When you research a target organization, you come back with a point of view, not a list of facts. You have done this before — for a class, a project, a previous role.

Systematic and disciplined:

You build structures for things that do not have one yet. You track what needs tracking without being asked to. The CRM reflects what is actually happening because you maintain it in real time, not at end of week when memory has faded.

Comfortable with digital tools and AI:

You figure out new software independently. You do not need formal training before opening something and trying it. You actively look for ways to use AI to do your research faster and your outreach smarter.

Ownership mindset:

You treat the target account list and CRM as yours. You care whether it is accurate and current not because someone asked you to, but because you understand that the quality of the pipeline is a direct reflection of the quality of your work.

Clear, confident communicator:

You can write a three-sentence outreach email that feels like it came from someone who knows the recipient’s world. You can run a 20-minute discovery call that leaves the prospect feeling heard rather than pitched. You do not default to templates.

What We Are NOT Looking For

• Volume mechanics over intelligence depth. A history of 300 daily calls is impressive in a different model. In ours, it is the wrong instinct. When pipeline is thin, our reflex is to sharpen the intelligence — not increase the dial count.
• Healthcare as just another vertical. We need someone who finds behavioral health and value-based care genuinely interesting — domain knowledge compounds here and becomes a career asset.
• Measuring success in meetings booked regardless of fit. A qualified disqualification is a better outcome than an unqualified demo. If you cannot tell the difference, this is not the right role.

What Success Looks Like in 90 Days

The AVP walks into every Monday pipeline review with a signal brief already prepared. The HubSpot record reflects the actual state of every prospect relationship. When a Tier 1 target organization hires a new Executive Director, we know about it within the week and there is a personalized, intelligence-driven outreach queued within 48 hours. The weekly intelligence snapshot takes 10 minutes to read and tells you everything meaningful about the market that week. The re-engagement queue is clean, tiered, and running on schedule. At least three qualified opportunities — with complete account briefs, confirmed BANT, and named economic buyers — have been handed to the Sales Execution Team. The system is real. The pipeline is real. The revenue follows.

What We Offer: 

Base Salary: $55,000 – $65,000 / Annually

OTE: $67,000 – $83,000 / Annually

Health benefits / Paid Time Off / Standard Benefits Package

Direct access to and daily collaboration with the CEO and AVP Revenue Operations

 

How to Apply:

Show Us How You Think

Send your resume and — instead of a cover letter — a brief paragraph answering this: Pick one behavioral health organization or VBC operator in the United States that you think would be a good fit for blueBriX. Tell us why this moment is the right moment for them, and what you would say in your first outreach.

Applications without this paragraph will not be reviewed. We are not looking for someone who can follow instructions — we are looking for someone who already thinks this way.