Senior Sales Development Representative (SDR)

GeneDx (Nasdaq: WGS) delivers personalized and actionable health insights to inform diagnosis, direct treatment, and improve drug discovery. The company is uniquely positioned to accelerate the use of genomic and large-scale clinical information to enable precision medicine as the standard of care. GeneDx is at the forefront of transforming healthcare through its industry-leading exome and genome testing and interpretation services, fueled by the world’s largest, rare disease data sets. For more information, please visit www.genedx.com. 

Summary  

We are seeking an experienced and strategic Senior Sales Development Representative (SDR) to drive pipeline creation for GeneDx’s biopharma partnerships and strategic accounts. You will own a defined book of target accounts and be responsible for generating high-quality meetings and sourcing opportunities through targeted, account-based engagement and multi-threaded outreach. This role requires consistent, disciplined activity, with success measured by the quality and strategic relevance of meetings and sourced opportunities rather than raw volume. You will work in close partnership with Account Directors, marketing, and ABM teams, and serve as a critical link between our go-to-market functions and our most important growth accounts. 

Job Responsibilities 

• Own strategic pipeline development for a defined portfolio of target biopharma accounts — accountable for sourcing and qualifying opportunities that convert to revenue. 

• Develop and execute account-based engagement strategies using multi-threaded outreach to penetrate complex organizations and engage multiple stakeholders across buying committees. 

• Partner with Account Directors, and ABM/marketing teams to co-develop and execute coordinated account plans aligned to territory priorities and partnership objectives. 

• Conduct deep account research to map organizational structures, identify key decision-makers and influencers, and uncover strategic entry points across relevant Biopharma companies.  

• Design and deliver personalized, account-specific outreach sequences via phone, email, LinkedIn, and other channels - prioritizing relevance, timing, and stakeholder context over volume. 

• Define and execute entry strategies for target accounts, identifying the most effective pathways to engage priority stakeholders and initiate commercial conversations. 

• Source and qualify opportunities against strategic account criteria, applying judgment and experience to assess fit, urgency, and deal potential. 

• Maintain rigorous pipeline hygiene and CRM discipline in Salesforce - accurately tracking lead, contact, and account engagement, opportunity stages, and pipeline progression. 

• Collaborate with marketing to leverage ABM campaigns, targeted content, events, and intent signals as part of integrated account engagement motions. 

• Contribute strategic insights from account interactions to refine targeting, messaging, account segmentation, and go-to-market strategy. 

• Stay current on GeneDx's product portfolio, competitive landscape, industry trends, and relevant guidelines to deliver compelling, consultative value propositions to sophisticated buyers. 

• Serve as a subject matter resource on account-based selling best practices, helping to elevate the SDR function and eventually mentor junior team members. 

Success Metrics & Compensation Alignment 

Performance and variable compensation are weighted toward pipeline impact over activity volume: 

• Quarterly Sourced Opportunities (75%) — Opportunities created by Account Directors that are directly attributed to SDR-sourced engagement within key accounts. 
• Quarterly Qualified Meetings Held (25%) — Meetings with key accounts that meet defined qualification criteria (right persona, aligned use case, and clear potential for partnership or commercial engagement). 

People Manager 

• No  

Education, Experience, and Skills  

• Bachelor's degree required, ideally in Business, Life Sciences, or a related field. 

• 3-5+ years of experience in sales development, inside sales, business development, or strategic account development - experience in biopharma, RWD, or life sciences, strongly preferred - with demonstrated experience in strategic or account-based selling motions 

• Proven track record of building pipeline through account-based engagement and strategic outreach (not solely high-volume activity). 

• Experience working with or selling into biopharma or complex enterprise accounts with long sales cycles. 

• Strong account research, stakeholder mapping, and multi-threaded engagement skills - comfortable navigating complex organizational structures. 

• Excellent written and verbal communication skills with the ability to craft personalized, consultative messaging for senior-level stakeholders. 

• Proficiency with Salesforce and familiarity with ABM platforms, sales engagement tools (e.g., Outreach), and intent data sources. 

• Demonstrated ability to work cross-functionally with sales, marketing, and partnerships teams. 

• Self-motivated, intellectually curious, and strategic - brings a problem-solving mindset to account engagement. 
• Passion for making a difference in patient care through cutting-edge genetic testing. 

Work Environment 

This is a fully remote position. The employee will work from a home office or other suitable remote location with reliable high-speed internet access. Work is performed in a climate-controlled environment using standard office equipment including computer, phone, and video conferencing tools. Your standard work schedule and hours will be established in collaboration with your leader and may be adjusted to align with evolving business needs. 

OTE for this is $140k-$170k (as a combination of base and Incentive Plan) 

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