Sales Development Representative - Empower
Össur
Summary
The Empower Sales Development Representative independently develops and manages the early-stage sales pipeline for EmpowerX within an assigned market. This position analyzes market opportunities, selects and prioritizes target accounts, creates account-specific prospecting strategies, leads consultative discovery, evaluates customer needs and business potential, and determines whether opportunities should advance, remain in development, be redirected, or be disqualified.
Job description
The SDR uses market intelligence, CRM data, stakeholder input, and independent judgment to allocate prospecting effort, recommend market-development priorities, and generate qualified demonstrations and accepted pipeline opportunities for the Empower sales team. After qualification, the SDR provides a clear handoff to the Business Solutions Manager, who leads the EmpowerX demonstration and later stages of the sales process. This position works with limited day-to-day supervision and is accountable for decisions across the assigned early-stage pipeline.
Market Strategy & Pipeline Development
- Independently analyze the assigned market and identify, select, and prioritize prospective accounts with the strongest potential for EmpowerX.
- Generate new leads through account research, outbound prospecting, professional networks, referrals, conferences, and digital channels.
- Develop and adjust account-specific prospecting strategies, messaging, outreach methods, and follow-up plans based on market findings and prospect response.
- Own and manage a portfolio of prospective EmpowerX accounts, including pipeline priorities, resource allocation, follow-up cadence, and early-stage forecasting.
Discovery & Opportunity Management
- Lead consultative discovery conversations with practice administrators, DME leaders, physicians, finance leaders, and operational stakeholders.
- Evaluate each prospect’s DME workflow, operational and financial needs, technology environment, stakeholder alignment, buying readiness, and potential value to EmpowerX.
- Exercise independent judgment to determine whether an opportunity should advance to a demonstration, remain in development, be redirected to another Össur resource, or be disqualified.
- Provide the Business Solutions Manager with a complete handoff that includes the business case, stakeholder needs, current process, known barriers, timing, and recommended next step.
Business Insights & Sales Coordination
- Use CRM data, pipeline results, and market feedback to adjust account-development strategies and maintain an accurate early-stage forecast.
- Identify recurring customer needs, objections, competitive patterns, and market opportunities, and provide recommendations to Empower leadership regarding target segments, campaign priorities, messaging, and sales tools.
- Coordinate account ownership with Business Solutions Managers, Area Managers, Marketing, and Sales Leadership while retaining responsibility for the assigned early-stage pipeline.
- Achieve assigned goals for qualified demonstrations, accepted opportunities, and pipeline development while maintaining accurate CRM records.
Requirements
- Bachelor’s degree or an equivalent combination of education and relevant experience.
- Three to five years of experience in consultative business development, healthcare technology sales, SaaS sales, medical sales, or complex inside sales.
- Demonstrated experience independently identifying target accounts, developing account strategies, generating new leads, and managing an early-stage sales pipeline.
- Experience conducting business discovery with multiple stakeholder types and making opportunity-qualification decisions.
- Experience using CRM data and market information to prioritize work and recommend changes to sales strategy.
- Strong business judgment and the ability to evaluate incomplete information, compare possible courses of action, and make supportable decisions.
- Clear written and verbal communication with a professional, natural phone and email presence.
- Ability to lead discovery conversations, identify business problems, and connect customer needs to the potential value of a software and services solution.
- Ability to develop prospecting strategies for different account types and stakeholder groups.
- Self-directed work habits with the ability to manage priorities, maintain follow-up commitments, and make decisions without immediate supervision.
- Strong account organization, pipeline management, forecasting, and CRM discipline.
- Ability to work across sales, marketing, product, and operational teams while maintaining clear ownership of the early-stage pipeline.
- Proficiency with Salesforce or another CRM, Microsoft Outlook, Teams, PowerPoint, Excel, and sales engagement tools.
- Knowledge of DMEPOS, orthopedic practice operations, revenue-cycle workflows, or healthcare software preferred.
Benefits
- Medical, Dental & Vision
- 401(k) Matching
- Paid Holidays
- Paid Vacation Days
- Paid Sick Days
- Paid Parental Bonding
- Uncapped Commission
Company overview
Össur is a global leader in non-invasive orthopedic and prosthetic medical devices, headquartered in Reykjavík, Iceland. Founded in 1971 by prosthetist Össur Kristinsson, the company has grown into a publicly traded corporation listed on Nasdaq Copenhagen with operations spanning over 36 countries worldwide. Össur specializes in three core markets: prosthetics, bracing and support products, and compression therapy. The company is renowned for its innovative bionic technology platform, including microprocessor-controlled prosthetic knees and intelligent foot modules that utilize artificial intelligence to restore natural movement. With over 2,000 patents and significant investment in research and development, Össur has established itself as a pioneer in mobility solutions, developing products like the Flex-Foot prosthetic foot made from aerospace-grade carbon fiber and the Rheo Knee microprocessor system. The company employs approximately 4,000 people globally and generated $719 million in revenue in 2022, maintaining a strong commitment to helping people live a "Life Without Limitations" through advanced medical technology.