The Company
At Truven by Merative, we turn complex healthcare data into clear, actionable insights. Our solutions help organizations improve population health, control costs, and strengthen program performance. We support hospitals, health plans, employers, government agencies, and life sciences organizations with data-driven tools that improve decision-making and healthcare outcomes.
Our core products include:
• Truven Health Insights: Employer benefits analytics and member engagement tools
• MarketScan: The industry's largest, longest-running U.S. claims database for research
• Flexible Analytics: Solutions to enhance population health and program performance
• Springbuk: Actionable health intelligence to inform strategic employer benefits decisions
The Role
We are seeking a Director, Sales Development to lead Truven's Sales Development Representative team and strengthen the front end of the sales pipeline. This leader will own the strategy, operating model, performance management, and development of an SDR team of approximately eight people, with primary responsibility for creating high-quality pipeline and ensuring consistent handoff of qualified opportunities to the sales organization.
This role is ideal for a strategic and hands-on sales development leader who can translate Truven's healthcare data and analytics value proposition into scalable prospecting motions, build repeatable processes, and create a high-performance SDR culture rooted in accountability, coaching, collaboration, and continuous improvement.
At Truven by Merative, we turn complex healthcare data into clear, actionable insights. Our solutions help organizations improve population health, control costs, and strengthen program performance. We support hospitals, health plans, employers, government agencies, and life sciences organizations with data-driven tools that improve decision-making and healthcare outcomes.
Our core products include:
• Truven Health Insights: Employer benefits analytics and member engagement tools
• MarketScan: The industry's largest, longest-running U.S. claims database for research
• Flexible Analytics: Solutions to enhance population health and program performance
• Springbuk: Actionable health intelligence to inform strategic employer benefits decisions
The Role
We are seeking a Director, Sales Development to lead Truven's Sales Development Representative team and strengthen the front end of the sales pipeline. This leader will own the strategy, operating model, performance management, and development of an SDR team of approximately eight people, with primary responsibility for creating high-quality pipeline and ensuring consistent handoff of qualified opportunities to the sales organization.
This role is ideal for a strategic and hands-on sales development leader who can translate Truven's healthcare data and analytics value proposition into scalable prospecting motions, build repeatable processes, and create a high-performance SDR culture rooted in accountability, coaching, collaboration, and continuous improvement.
How You Will Contribute
- Set the vision, strategy, and operating cadence for the SDR function, ensuring the team is aligned to Truven's growth priorities, target markets, and pipeline goals
- Lead, coach, and develop the SDR team, setting clear expectations for activity quality, lead qualification, pipeline contribution, and career growth
- Build and scale repeatable SDR processes, including inbound follow-up, outbound prospecting, account prioritization, discovery, qualification, and sales handoff
- Partner closely with Sales, Marketing, Revenue Operations, and Product/Market teams to align campaigns, target account strategy, messaging, routing, and qualified lead criteria
- Develop performance dashboards and operating reviews to monitor activity, conversion, pipeline progression, handoff quality, and team productivity
- UseSalesforce.com, Gong, ZoomInfo, 6sense and other sales tools to inspect execution, improve data quality, identify coaching opportunities, and strengthen forecast visibility
- Create and reinforce messaging, objection handling, discovery questions, cadence strategies, and outreach best practices that connect prospect needs to Truven's data and analytics solutions
- Own monthly and quarterly SDR performance outcomes, including leads created, opportunities launched, pipeline contribution, and progression through qualified sales stages
- Recruit, onboard, and retain SDR talent, ensuring the team has the skills, confidence, and product knowledge needed to represent Truven effectively
- Identify process gaps and recommend improvements that improve speed-to-lead, conversion, sales handoff quality, pipeline visibility, and overall SDR productivity
- Serve as a functional leader and strong cross-functional partner, bringing visibility to SDR performance, risks, opportunities, and resource needs
What You Will Bring (Required)
- Proven experience leading SDR, BDR, or inside sales teams and delivering measurable pipeline growth
- Strong background in sales development, prospecting strategy, lead qualification, and pipeline generation
- Demonstrated success coaching and developing high-performing sales teams
- Analytical mindset with experience using performance metrics and dashboards to drive results
- Ability to build strong partnerships across Sales, Marketing, Revenue Operations, and Product teams
- Excellent communication, leadership, and executive presentation skills
- Experience operating in a fast-paced, growth-oriented environment
- Proficiency with Salesforce and modern sales engagement technologies
Preferred Skills
- Experience selling or supporting healthcare, healthcare analytics, data, SaaS, or technology solutions
- Experience with Salesforce, Gong, ZoomInfo, 6sense, LinkedIn Sales Navigator, or similar platforms
- Track record of scaling SDR organizations and improving conversion rates, pipeline quality, and productivity
- Experience supporting account-based sales and marketing strategies
- Experience building SDR playbooks, onboarding programs, and coaching frameworks
Education & Work Environment
- Bachelor's degree or equivalent relevant experience
- Home office environment that supports focused, efficient work
- Travel may be required 3–4 times per year for team meetings and Annual Sales Meetings; additional travel may be requested for client meetings
Compensation
The salary range provided in this job posting is intended to reflect the general market value for the position. The actual salary offered may vary based on factors such as the candidate’s experience, qualifications, skills, and the specific requirements of the role. This range may also be subject to change as market conditions evolve. We encourage open communication throughout the interview process to discuss compensation expectations. For base-salary + commission sales roles, the range represents On-Target Earnings.
Min – Max :
$131,560.66 - $197,341.00 (USD)Benefits
The benefits described represent the current offerings at our organization, however, benefits are subject to change and may vary by location and employment status. We strive to provide a comprehensive benefits package that supports our employees’ health, wellness, and financial goals. Please note that benefits may be discussed in more detail during the hiring process.
Remote first / work from home culture
Flexible vacation to help you rest, recharge, and connect with loved ones
Paid leave benefits
Health, dental, and vision insurance
401k retirement savings plan
Infertility benefits
Tuition reimbursement, life insurance, EAP – and more!
It is the policy of Merative to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, Merative will provide reasonable accommodations for qualified individuals with disabilities.
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