Sales Development Representative at Clara Health (Remote (United States))

Sales Development Representative

Remote (United States)

About Us

Healthcare has often been faceless and overwhelming. But, in the next few years, a wave of patient-centered technology and services will begin to transform the way healthcare is accessed, distributed, and discovered. This has only accelerated due to the new pandemic.

At Clara, we’re doing our part by building a platform that combines leading-edge technology and empathetic patient-focus to make it simple and approachable to find and connect to clinical trials that fit them best. 

In democratizing access to clinical trials for all patients from all socioeconomic backgrounds - while also helping research teams more efficiently reach out to and engage with the patients that they need to participate in their trials - we believe we can help make healthcare more diverse, open, and welcoming and the world a healthier place.

This is the first step in our mission to be the most trusted partner in furthering any healthcare journey.

If you want to work with driven teammates to help break down the barriers that exist in today’s healthcare landscape, shortening a time to a cure, and if you want to work on difficult, meaningful problems that millions are waiting for solutions to, we would love to talk to you.


The Sales team at Clara is responsible for spreading adoption of our pre-trial, recruitment, and retention products and services. We’re looking for a Sales Development Representative who is ready to help us build a playbook and structure for our sales efforts, build demand for our offerings, and who is ready to gain five years of experience in the next two. 

Sales Development Representatives (“SDRs”) will launch targeted outreach campaigns to the innovative clinical trial sponsors every day. You’ll work with the team to engage directly with CEOs, Clinical Operation Executives, and Founders to intimately understand their business and how Clara can help improve their clinical trial timelines and patient experience. All SDRs receive training on Clara Health software and the drug development process, along with ongoing training in consultative sales, client management, negotiation and sales operations. 

We are building our Sales team to scale our customer base and identify new revenue opportunities within existing accounts. Our customers are diverse and range from small biotech startups to top 10 pharma companies - all collaborating with us to create a seamless patient experience for their trials. This is an amazing opportunity if you're looking to join a quickly growing startup and make a large impact in the direction and success of the team.

This is a full-time remote position with the option to work from anywhere in the United States.


The primary responsibility of the SDR will be to own the demand generation processes of Clara Sales. As Clara is an early-stage company, the ideal candidate will be able to help build systems and processes from the ground-up, follow through and deliver on projects independently, and be eager to leave a distinct fingerprint on the revenue efforts of a rapidly growing startup. Neither sales nor life science experience are necessarily required, but a history of working through long, complex, and/or heavily-regulated projects or sales cycles is a plus. 

  • Prospect - Engage with companies who reach out to Clara with interest via our website, LinkedIn, and in-product; identify those in the clinical trials space who could benefit from Clara’s support

  • Outreach - Execute a thoughtful, "every lead matters" cold outreach campaign to companies in the clinical trial space

  • Collaborate - Work with Clara Head of Sales and CEO to secure meetings, organize leads and proposals, and follow deals from genesis through contract close

  • Create a fantastic first impression with prospects and customers while building pipeline for Account Executives

  • Follow up and qualify inbound requests and MQLs, via the telephone and email, for scientific fit

  • Organize, categorize, and prioritize sales leads in Clara’ CRM and measure lead conversion and performance against quota

  • Leverage prospecting tools to research companies and identify key decision makers at new accounts

  • Develop customized pitches for different target accounts and personas

  • Own the driving of outbound prospecting activities, including cold calling, emailing, and communicating our value proposition to decision makers

  • Deliver qualified outbound leads to identify new sales opportunities

  • Work with Account Executives to facilitate a smooth hand-off from early qualification to close

  • Build target account lists and craft successful email and phone campaigns

  • Manage daily calls, lead demos, and build phenomenal relationships with prospects

  • Collect feedback from prospects/customers to pass to engineering to make our product better

  • Communicate and attract clients from all types of companies -- able to entice executives at startups to the Fortune 500


  • Coachability - Willing to implement feedback and generally unafraid of trying new things in a supportive, no-ego environment 

  • Emotional Intelligence - Ability to read emotional cues, understand a customer’s needs, and navigate a conversation

  • Storytelling - Able to build engaging sales narratives around Clara data to facilitate more impactful demand gen efforts  

  • Customer-Facing Experience - Experience in dealing with customers face-to-face or over the phone (sales is a plus)

  • 1-2 years of experience in a Sales Development Representative, Business Development Representative, or similar role

    • Experience with long, complex enterprise sales cycles a plus (e.g. government, healthcare, financial institutions)

  • Alternatively, strong interest in SDR role with some prior life sciences experience

  • Not afraid to pick up the phone and cold call

  • Strong verbal and written communication skills

  • Ability to work independently and transparently 

  • Driven to meet/exceed goals with a proven history of consistent high achievement

  • Motivated by opportunity to think creatively to formulate, test, and implement new outreach and sales initiatives 

  • Experience with sales automation tools e.g. Outreach, Salesforce and LinkedIn is a plus

  • Are constantly looking for opportunities to improve your craft

  • Are highly organized and have excellent time management skills

  • Naturally possess a high level of empathy and play close attention to the needs of customers


  • Competitive compensation with meaningful stock options

  • Medical, Dental, and Vision plans 

  • Pre-Tax commuter benefits

  • Weekly lunch

  • 401k offered through Human Interest

  • Contribution towards fitness membership plans

  • Free One Medical membership

  • Unlimited PTO and sick days

  • Professional development budget

Clara Health is an equal opportunity employer and encourages all applicants from every background and life experience. We celebrate diversity and do not discriminate based upon race, religion, color, national origin, sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.