Sales Development Representative

At Greenlight Guru, we help the world’s most innovative medical device companies bring high-quality, life-changing products to market faster. We serve 1000+ global customers with our quality management and clinical data capture software, helping them get their products on the market and keep them there. 

When you join the team at Greenlight Guru, you’ll be a part of a collaborative, mission-driven team working in one of the most exciting and rewarding industries on the planet. Backed by JMI Equity, one of the premier growth equity firms for SaaS companies, Greenlight Guru is growing—and looking for individuals who are difference makers. Is that you?

About this role: As a Sales Development Representative (SDR), you will play a pivotal role in fueling our growth by engaging with high-potential prospects through both inbound inquiries and targeted outbound outreach. You’ll be the first point of contact for many of our future customers - qualifying leads, initiating meaningful conversations, and setting the stage for successful sales engagements. This is a highly collaborative role that sits at the intersection of sales and marketing, ideal for someone who is curious, proactive, and motivated to help build a best-in-class pipeline.

Your contributions and responsibilities:

• Qualify and convert inbound MQAs through timely follow-up, including calls and email outreach.
• Conduct outbound prospecting via email, phone, social media, and other channels to generate new sales opportunities.
• Conduct research on target accounts and personas to personalize outreach and increase engagement.
• Maintain accurate records of prospect interactions and pipeline activity in the CRM.
• Meet or exceed weekly and monthly KPIs for outreach volume, meetings booked, and qualified opportunities.
• Support campaign execution by following up on webinar attendees, content downloads, and event leads.
• Provide real-time feedback to marketing on lead quality, messaging effectiveness, and campaign performance.
• Collaborate with the sales team to align on ideal customer profiles, account targeting, and handoff processes.
• Stay up to date on product knowledge, industry trends, and competitive landscape.
• Represent the company with professionalism, curiosity, and a focus on delivering value in every interaction.

Your ideal qualifications:

• 1–2 years of experience in a sales development, sales or customer-facing role (SaaS experience a plus)
• Strong written and verbal communication skills, with the ability to build rapport quickly
• Comfortable making cold calls and sending outbound emails to engage new prospects
• Highly organized with strong time management skills and attention to detail
• Resourceful in finding, building, and nurturing relationships with key decision-makers and leaders
• Curious, coachable, and eager to learn about our product, customers, and sales process
• A self-starter mentality with the ability to work independently and as part of a team
• Proven ability to meet or exceed KPIs in a fast-paced environment

Benefits you’ll enjoy:

• Flexible Paid Time Off policy and working hours
• Home Office stipend for new hires
• Multiple Medical Insurance options, plus Dental and Vision
• 401k (with company match) 
• Equity Program Eligibility (based on role and/or tenure)
• Paid Maternity and Paternity Leave
• Disability insurance

This role will ideally be located within a commutable distance of Indianapolis, Chicago, Boston OR Atlanta areas. The OTE for this role is up to $80,000.  Actual base salary is determined by factors such as, but not limited to, experience, education, skills, and geographic location.  This role is eligible for commission variable pay + salary. 

Greenlight Guru is an Equal Opportunity Employer. Individuals seeking employment at Greenlight Guru are considered regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. If you need assistance or accommodations to submit your application for this position, please email [email protected].