Sales Development Representative (San Francisco)

About Latent

Latent is the enterprise pharmacy intelligence platform. Our clinical AI streamlines prior authorizations, appeals, and 340B compliance, so patients start therapy faster and care teams spend less time on paperwork.

We raised an $80M Series A led by Spark Capital and Transformation Capital, with General Catalyst, McKesson Ventures, Conviction, and Y Combinator. 60+ health systems run on Latent, including Yale New Haven, Mount Sinai, UCSF, and Ochsner. We move fast, operate with high ownership, and build products that directly improve patient care.

The Role

As a Sales Development Representative (SDR) at Latent, you will be on the front lines of our growth engine. Your mission is to identify, research, and engage prospective health system customers - creating qualified opportunities for our Enterprise Account Executives.

You’ll develop a strong understanding of healthcare operations and AI technology, master consultative prospecting skills, and play a key role in driving awareness of Latent’s mission. This role is a launchpad for future growth into closing roles (AE).

You’ll be on the front lines of a healthcare transformation, helping ensure that patients don’t have to wait weeks or months for drug approvals. You’ll work with some of the most respected health systems in the US and use AI to remove friction across the care continuum. If you believe in tech and purpose, this is a rare chance to do both.

• Must be willing to work onsite from our SF office - expected 5 days a week.
• Must be willing to travel as needed for customer engagements.

What You'll Do

Research target accounts (IDNs, academic systems, regional health systems) and identify key decision-makers.

Generate pipeline through outbound prospecting (email, phone, LinkedIn, industry events) and qualify inbound leads.

Partner with Enterprise AEs to schedule meetings, build account plans, and advance opportunities.

Track all outreach and maintain CRM hygiene for accurate pipeline reporting.

Collaborate cross-functionally with marketing, sales, and product to tailor messaging and campaigns.

Represent Latent’s mission and values in every interaction with prospective customers.

What We're Looking For

1-2 years of professional experience (sales, business development, healthcare, consulting, or customer-facing preferred).

Strong communication skills – confident on the phone, compelling in email, polished in writing.

• Persistence and resilience in prospecting and handling objections.
• Highly organized with strong attention to detail in pipeline tracking and follow-up.
• Motivation to pursue a career in enterprise sales.

Nice to Have

Curiosity and ability to quickly learn complex healthcare and AI concepts, thriving in ambiguity and fast-paced environments.

Why Join Latent

• Backed by top-tier investors including General Catalyst, Conviction, and Y Combinator
• Work alongside a high-caliber team building products our healthcare partners love
• Work on mission-critical problems at the intersection of AI and healthcare
• Real ownership and visibility
• High-impact role on a small, fast-growing team
• Benefits
• Competitive compensation, including meaningful equity
• Medical, dental, and vision insurance for employee and dependents
• Flexible PTO policy
• Paid parental leave
• Fertility and family-building stipend through Carrot