3+ years in an SDR/BDR/ADR role or similar customer-facing position
Experience engaging with senior buyers, particularly HR and benefits leaders
Proven track record of meeting pipeline goals
Strong writing skills for clear communication
Discipline in maintaining CRM hygiene and pipeline accuracy
Curiosity about healthcare and employer benefits
Open to feedback and willing to learn
Responsibilities
Manage marketing-sourced leads from various channels promptly
Execute multi-touch outreach via phone, email, and LinkedIn tailored to specific audiences
Qualify leads against Castlight's Ideal Customer Profile and schedule meetings for Account Executives
Conduct research on target accounts to personalize outreach for Account-Based Marketing
Maintain accurate records in Salesforce and HubSpot
Collaborate with marketing to assess effective messaging and lead sources
Assist with event follow-up and conversion of meetings
Benefits
Collaborative work environment with close ties to marketing and sales
Opportunity to influence campaign strategies and messaging
Access to professional development and feedback
Engagement with senior industry leaders
Involvement in innovative healthcare solutions
Full Job Description
Job Description Summary
Account Development Representatives (ADRs) are the front line of Castlight's pipeline. You'll turn campaign, event, and inbound interest into qualified conversations with HR and benefits leaders at large employers Your work will include self driven prospecting, outbound calls and email campaigns, while also partnering closely with marketing on campaigns and with sales on handoffs.. This isn't just cold outreach. You'll follow up with people who have already shown interest through webinars, events, content, or demo requests, and you'll work closely with marketing on the campaigns generating those leads.
How will you make an impact & Requirements
What you'll do
Work marketing-sourced leads from webinars, events, content, and inbound demo requests quickly and consistently
Run multi-touch outreach sequences by phone, email, and LinkedIn, tailored by vertical and persona
Qualify interest against Castlight's ICP and book discovery meetings for Account Executives
Research target accounts and buying committees to personalize outreach for ABM programs
Keep Salesforce and HubSpot clean: activity logged, stages accurate, and notes that are useful at handoff
Stay aligned with marketing on what's working, including which messages land, which objections come up, and which lead sources convert
Support event follow-up, including pre-event outreach and post-event meeting conversion
Share successful messaging, approaches, and best practices with the broader ADR team
What you bring
3+ years in an SDR/BDR/ADR role, or a customer-facing role with a strong prospecting component
Comfort with senior buyers, since you'll be talking to benefits directors and HR executives, not end users
A track record of consistently hitting pipeline and meeting goals
Clear, direct writing
Discipline with CRM hygiene and pipeline activity
Curiosity about how healthcare and employer benefits work, and willingness to learn a complex category quickly
Coachability: you seek out feedback and act on it
Nice to have
Experience in HR tech, benefits, health plans, or digital health
Familiarity with Salesforce, HubSpot, and sales engagement tools
Experience working marketing-sourced or ABM programs
What success looks like
In 90 days: You're fully ramped on messaging and personas, and consistently booking qualified meetings.
In 6 months: Consistently hitting individual targets, contributing ideas that improve the team's approach, and becoming a trusted voice in campaign planning.
Compensation Range: $89,641.00 to $134,461.00
The anticipated base salary range represents the Company's good-faith estimate of the compensation it reasonably expects to pay for this position at the time of posting. Actual compensation will be determined based on factors including experience, skills, qualifications, geographic location, internal equity, and business needs.
