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Galileo is a healthcare delivery company operating across 50 states, providing high-touch, data-driven, multi-specialty care to complex patients. Founded by Dr. Tom X. Lee (One Medical, Epocrates), Galileo partners with health plans, employers, and Fortune 500 organizations to improve population health.
You will serve as an experienced Sales Development Representative focused on accelerating growth in the large employer market (1,000+ employees). This is not a traditional SDR role—it requires someone with healthcare benefits expertise who can engage senior decision-makers and consistently generate high-quality sales opportunities.
Key responsibilities include:
**Pipeline Generation:** Develop outbound prospecting strategies targeting large employers. Qualify and convert inbound marketing leads into sales-qualified opportunities. Build and maintain a robust pipeline aligned to Galileo's Ideal Customer Profile. Research organizations, benefits strategies, consultants, and key decision-makers to personalize outreach. Execute multi-channel campaigns via phone, email, LinkedIn, events, webinars, and referrals.
**Opportunity Qualification:** Conduct discovery conversations to understand employer priorities, healthcare challenges, benefit strategies, and buying readiness. Identify business pain points, decision-makers, budget, timing, and competitive landscape. Apply disciplined qualification methodology (MEDDPICC or similar) to determine opportunity quality. Ensure opportunities meet agreed standards before transitioning to Enterprise Sales.
**Sales Collaboration:** Schedule qualified meetings for Enterprise Sales Executives. Prepare detailed opportunity notes, account intelligence, and discovery findings prior to handoff. Partner closely with Enterprise Sales, Marketing, Consultant Relations, and Sales Operations to maximize conversion rates. Participate in pipeline reviews and refine targeting strategies.
**CRM & Process Excellence:** Maintain accurate activity tracking and opportunity management in Salesforce. Document discovery, qualification, outreach cadence, and next steps. Monitor lead progression and ensure timely follow-up. Continuously improve outreach messaging, conversion rates, and prospect engagement.
You understand the difference between a sales-ready lead and a warm name. You can engage a VP of Total Rewards on self-funded strategy, then hand the enterprise sales team an opportunity brief sharp enough they walk in prepared. You know budget, timing, decision-maker, competition, and pain—and you get to the truth on all of it before qualifying an opportunity. You don't just work a queue; you notice what's slowing the pipeline and fix it.
