Sales Development Representative (HR Advisory) - Raleigh, NC at The Wilkinson Firm in Raleigh, North Carolina, United States

Job description

• About the job Sales Development Representative (HR Advisory) - Raleigh, NC
• The Wilkinson Firm (TWF) is an enterprise workforce strategy and solutions company with two divisions: HR Advisory (behavioral health and HHS focus) and Hospitality Staffing. Headquartered in NC and Atlanta, Georgia, respectively. The next 24 months are about building and expanding a real book across the HR Advisory practice serving behavioral health and HHS clients.
• About this role
• TWF's HR Advisory division has product-market fit and a founding-cohort partnership pipeline. The closing motion has been founder-led until now. You're the first SDR. You'll build the outbound motion that refills the pipeline at the cadence the division needs to hit $1.2M Y1 ARR. If you're the right person, you become a partner in this division long-term.
• Why this role exists
• TWF's HR Advisory division has the founder closing, the Director of Community Partnerships sourcing warm relationships, and the partnership pipeline showing strong proof-points. There is no dedicated outbound motion to fill the rest of the funnel. You're it. Without you, the division can't hit its $1.2M Y1 ARR target. With you, it becomes the firm's flagship practice.
• What success looks like
• Day 30: outbound stack stood up, first 100 personally-signed emails sent, first 3 Discovery Calls booked, first Workup in flight
• Day 60: 8-12 HR Advisory Discovery Calls booked per month becoming routine
• Day 90: 10% positive reply rate sustained, first 1-2 signed engagements or strong proposal pipeline
• Day 180: Tier 2 equity grant landed if performance sustained
• Day 365: SDR playbook documented, contribution to $1.2M Y1 ARR target traceable in HubSpot, Tier 3 equity progression on the table

Responsibilities

• Build the outbound playbook for behavioral health and HHS practice clients
• Run 30-50 personally-signed cold emails per business day into Executive Directors, Practice Owners, Clinical Directors, CHROs, and CFOs
• Send 25-40 LinkedIn Sales Navigator connection requests per week with one-line personalized opens
• Place 8-15 warm-then-cold dials per day to people who opened or accepted
• Lead with The Workup as the wedge offer in your outreach
• Qualify replies, book Discovery Calls on the founder's calendar, log everything in HubSpot
• Iterate copy weekly. Document what works so the next SDR has a playbook

Requirements

• 6 months to 3 years in B2B outbound sales (HR consulting, healthcare services, or PEO sales preferred)
• Comfortable selling to mission-driven clinical executives who screen out vendor-feeling outreach
• Familiar with behavioral health, IDD, or HHS sector, or willing to learn the vertical fast
• You've worked in a startup or early-stage environment before, or you know that's the environment you want
• You log every touch in CRM. If it's not logged, it didn't happen
• Self-directed. The founder will not check your activity hourly
• Eastern Time work hours
• Bonus points
• Prior experience at a behavioral health provider, IDD organization, or HHS-focused consultancy
• Existing relationships with NABH, ABHW, or state-level behavioral health associations
• SHRM credential or HR sector fluency
• HubSpot, Apollo, or Sales Navigator fluency

Skills

Required

• B2B outbound sales
• Cold emailing
• LinkedIn Sales Navigator
• Cold calling
• CRM logging (HubSpot)
• Self-directed work

Preferred

• SHRM credential or HR sector fluency

Benefits

• The partner upside
• TWF Earned Equity Ladder: Tier 2 (1-3% equity) eligible at month 6 against the 5-gate evaluation
• Tier 3 (3-8% equity) progression by month 18 if you continue performing and take on strategic ownership
• Tier 4 (8-15% equity, true partner level) by month 36 for the right person
• HR Advisory engagements are bigger-ticket than Hospitality Staffing. Your commission share compounds faster per signed deal
• The math: 8-15 signed engagements in Y1 at $40,000 to $80,000 average annualized retainer puts the division near its ARR target and puts you in Tier 2 equity range by month 6
• The pay
• Base: $0 first 90 days. Modest base ($1,500 to $2,500/month) introduced at month 4 once you've sourced 2-3 signed engagements and cash flow supports it
• Commission: 10% of first-year contract value on every signed HR Advisory engagement you sourced
• Bonus stack: $250 per qualified Discovery Call that converts to a proposal, $2,500 per signed HR Advisory engagement, $1,000 per completed Workup
• Realistic Y1 total comp at target performance: $45,000 to $115,000
• Equity: see "The partner upside" above