MD Integrations

Compensation

Full Description

Overview We are seeking a hands-on Director, Sales Development to lead a lean, early-stage sales team (BDRs and Associate Account Executives), establish operating discipline and define performance standards in a fast-moving scale-up environment. This is a true player-coach role for a sales leader who thrives in ambiguity, operates comfortably in the weeds, and brings discipline, clarity, and momentum to high-velocity sales. Own end-to-end execution under the strategic leadership and direction of the P/COO while developing a high-performing sales team. This role is fully remote and reports to the President & COO. Key Responsibilities 1. Lead, Coach, and Invest in a Growing Sales Team Coach Account Executives through live calls, deal reviews, and daily execution. Model best practices and grow the team’s experience in core sales skills like discovery, demos, and follow-up. Provide clear, actionable feedback and hands-on enablement to accelerate team development and performance motivating them to succeed and achieve targets. Intentionally build team cohesion, trust, and shared accountability by establishing clear operating norms, regular team rhythms, and meaningful connection points that foster belonging, momentum, and ownership across a fully remote, distributed team. 2. Drive High-Velocity Sales Execution Build and execute outbound motions across defined ICPs, including list building, sequencing, and messaging. Lean on existing playbooks, iterating and refining with new insights. Establish consistent activity expectations and funnel discipline that steadily grows qualified pipeline creating predictability and foresight into team performance and revenue drivers by segment. Partner closely with the CEO and COO on enterprise opportunities by supporting prospecting, discovery, and demos; build the team’s capability to meaningfully contribute to complex enterprise sales motions while also driving effective execution across SMB and early-stage customer segments. 3. Own Sales Operations & HubSpot Excellence Run daily, weekly, and monthly sales operations cadence, including pipeline management, activity tracking, and conversion analysis to monitor progress, establish milestones, and improve visibility. Ensure pristine HubSpot reporting and data hygiene, partnering with the HubSpot Admin to deliver daily exception reports, weekly performance views, and monthly executive metrics. 4. Deliver Executive-Ready Insights Translate sales data into clear insights for the executive team, highlighting trends, risks, and opportunities. Ensure leadership has consistent visibility into funnel health, rep performance, and execution quality. Partner closely with Finance to support revenue predictability through accurate pipeline reporting, forecasting inputs, and clear articulation of leading indicators and risks. 5. Build Product Mastery & Sales Enablement Develop expertise in the digital health and wellness industry, competitive products and service offerings, and varied customer use cases, and how our solutions solve customer pain points. Capture unanswered prospect questions and objections to build and maintain a living Sales knowledge base for ongoing training and enablement. Collaborate closely with Solutions Engineering, Customer Success, and Engineering to stay aligned as the product and business evolve. What Success Looks Like Sales team executes confidently, consistently, and with increasing independence. HubSpot data and reporting are clean, reliable, and trusted by leadership. Repeatable outbound motions produce steady, predictable pipeline growth. Sales processes flex and improve as the business scales. Qualifications 5+ years’ experience leading or coaching BDRs and/or junior Account Executives in a high-growth or scale-up environment. Deep understanding of the full sales cycle and ability to coach and motivate teams of mixed experience. Strong hands-on sales operations background with deep HubSpot administration and reporting expertise. Experience balancing progress and perfection in an evolving, fast-moving environment. Ability to quickly ramp into complex, regulated industries such as telehealth. Committed and curious to understand the industry, competitors, and value proposition. Proven ability to operate in ambiguity, flex priorities, and lead teams through change taking strategic direction and brining execution excellence. Clear communicator with a bias toward action, accountability, and continuous improvement. Compensation & Leveling This role is scoped for a hands-on sales leader in a scale-up environment. Title and compensation will be calibrated based on experience and demonstrated ability to build, coach, and operate a high-velocity sales function. Target compensation is in the range of $140,000 - $170,000 OTE (80/20 mix). Variable compensation is aligned to pipeline creation, execution excellence, and team development outcomes.