Sales Development Representative

The Mission

Hexmodal automates compliance for healthcare facilities. Our devices and platform run the mandated testing for emergency lighting, exit signs, fire extinguishers, cold storage, room pressure, and leak detection, then produce the reports hospitals need for CMS and Joint Commission surveys. Facilities teams deploy our hardware with no WiFi and no IT involvement, and everything is included in one annual subscription. We serve 180+ US health systems and save healthcare facilities over 800,000 hours of manual compliance work every year.

There are roughly 15,000 healthcare facilities managers in the United States. That is a knowable, finite market, and we have a history with most of it. Growth comes from working the accounts showing signs they are ready, which often means someone we spoke to eighteen months ago whose situation has changed since. A facilities director who just failed a survey is a better lead than a stranger.

You cover a named list of health systems, paired with an Account Executive who works the same list. Leads reach you from our field marketing team at industry events, from business development, and from the website. You build the rest through your own calls and emails. Our buyers are facility managers, directors of facilities, plant operations leads, safety officers, and VPs of facilities. Most came up through the trades. They answer the phone, and a well-prepared call still works on them.

Your job is the first meeting. You book it, run it yourself, and qualify it on budget, authority, need, and timing. The answers go into HubSpot before an Account Executive discovery call gets booked. A discovery call that is held and qualified is the unit you are measured on.

The Sales Development Manager coaches you from your call recordings every week. This role is the entry point to our sales team, and our strongest representatives move into Account Executive seats.

Role Outcomes

First 30 days

Onboarding complete: the product line, the testing requirements our customers are surveyed on, HubSpot, the playbook, and the objection sheet.

Certification call passed with the Sales Development Manager before working accounts unsupervised.

• An account plan for your named list, agreed with your Account Executive.
• First held discovery calls on the calendar.

First 90 days

50 percent of goal in month two, and full goal of 15 held discovery calls a month in month three.

Held-to-booked rate on Account Executive discovery calls at [X] percent or better.

Every qualification call written up in HubSpot with complete budget, authority, need, and timing, to the handoff standard the Account Executive team has signed off on.

• Every assigned lead worked to a decision and dispositioned correctly in HubSpot.
• Event leads contacted within [X] business days of distribution.

First 180 days

• 15 discovery calls held every month after 60 days
• Lead-to-opportunity conversion on assigned leads at [X] percent or better.
• A weekly account review with your Account Executive running on a fixed day.
• First year
• 15 discovery calls held every month

A written development plan toward an Account Executive seat, with the gaps named, reviewed with the Sales Development Manager each quarter.

Competencies

Has worked against a daily or monthly target, or competed seriously, and can describe how they kept going through a bad month.

• Makes calls without being pushed and is comfortable hearing no many times a day.
• Applies coaching on the next call. We test this live.

Runs a structured conversation: asks follow-up questions, listens, and gets real answers on budget, authority, need, and timing.

Writes clearly and briefly. Call notes an Account Executive can act on, and emails a facilities director will read.

• Talks to people from the trades as equals, in plain language.
• Researches an account before calling it.
• Keeps HubSpot accurate and follows up on every lead until there is a decision.
• Open to first-time sales hires. No degree requirement.

Bonus points

• Healthcare, facilities, construction, or skilled-trades exposure, including through family
• Time as an SDR or BDR in a phone-led motion
• Recruiting, hospitality, or retail roles with targets attached
• Competitive athletics
• Trade shows and field events
• HubSpot