Sales Development Representative

Role Summary

About Latent

Latent is reimagining the future of medication access by using medical language models and AI to slash the burden of prior authorizations, appeals, and operational overhead across health systems. Our flagship product dives into EHR data to surface critical patient evidence and streamline authorization workflows.

• Backed by Conviction (Sarah Guo), General Catalyst, Y Combinator
• 25+ leading US health systems customers signed to-date including Ochsner, Yale New Haven, Vanderbilt, Mount Sinai, MetroHealth, and UCSF
• ~ 4-month sales cycles vs. 18 months averages in sector

At Latent, you get a rare chance to wear a tech sales hat and make a meaningful impact on healthcare. You’ll report to Director of Sales.

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).

Responsibilities & Impact

• 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 You Bring (Qualifications & Skills)

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

Why You Should Join Us

• Backed by top-tier investors (General Catalyst, Conviction, YC)
• Mission-driven, high-caliber team building products healthcare partners love
• High impact role on a small, fast-growing team
• Competitive pay, performance-based incentives, and equity
• Comprehensive health, dental, and vision benefits
• Paid parental leave and unlimited PTO

Why This Role Matters

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.