BDR Team Lead

The Opportunity

We’re looking for a BDR Team Lead to join our Commercial Operations team and help build the engine that powers our HingeSelect pipeline. In this hands-on leadership role, you’ll coach and develop a growing team of Business Development Representatives, refine workflows, and improve execution consistency so our sales organization can reach more providers and accelerate deals. You’ll partner closely with BDRs, Regional Vice Presidents of Sales, marketing, and business development leadership to raise the bar on outreach quality, pipeline quality, and team effectiveness, while carrying a small personal quota yourself. This is a fully remote role for candidates based in the United States.

This is a fully remote role.

What You’ll Accomplish

• In your first 3 months:

  • Build trust and strong working relationships with your BDRs, Regional Vice Presidents of Sales, and cross-functional partners across marketing, sales support, and operations.

  • Establish regular 1:1s, call and email reviews, and role plays to provide in-the-moment coaching and feedback.

  • Deeply understand existing workflows, cadences, and playbooks while reinforcing core expectations around activity pacing, lead follow-up, and CRM hygiene.

• In your first 6 months:

  • Own the day-to-day performance rhythm for the team, monitoring and improving key metrics such as activities, meetings, conversion rates, SLA adherence, and data cleanliness in Salesforce.

  • Lead onboarding and ramp for new BDRs through structured training, shadowing, and ongoing coaching that reinforces team processes and best practices.

  • Partner with RVPs and marketing to align on target accounts, outreach strategies, and discovery-call preparation to increase meeting quality and downstream pipeline impact.

• In your first year and beyond:

  • Consistently contribute to both your personal quota and team quota by modeling strong prospecting, opportunity creation, and operational follow-through.

  • Identify and drive process improvements across cadences, qualification, documentation, and tooling (e.g., Salesforce, sales engagement platforms, and intent tools) to make the team more efficient and effective.

  • Act as a culture carrier and “learn-it-all” coach for the BDR organization, reinforcing Hinge Health’s cultural values in how the team communicates, hustles, and leads at all levels.

Who You Are

• A player-coach who has personally succeeded in B2B sales or sales development roles and is excited to spend most of your time enabling others while still carrying a small individual quota.

• A learn-it-all operator who uses data to diagnose performance, spot trends, and guide coaching conversations, rather than relying only on intuition.

• A clear, concise communicator who can tailor your message for BDRs, sales leaders, and cross-functional partners, and who is comfortable giving direct, actionable feedback.

• Highly organized, tenacious, and resilient, with a track record of thriving in fast-paced, high-volume environments and managing competing priorities without dropping the ball.

• Someone who embodies Hinge Health’s cultural values of effective communication, hustle, accountability, and leading at all levels in how you show up and support your team.

Basic Qualifications

• Bachelor’s degree or equivalent practical experience.

• 4+ years of experience in business development, sales development, sales support, or another quota-carrying commercial role.

• Experience using Salesforce and modern sales engagement tools (for example, Outreach or Salesloft, or similar platforms).

• Experience prospecting into employers in the healthcare space.

Preferred Qualifications

• 1+ year of experience coaching, mentoring, onboarding, or leading peers in a sales or business development environment (for example, team lead, player-coach, or hybrid BDR and sales support role).

• Experience tracking and improving team performance metrics such as meetings, pipeline, conversion rates, SLA adherence, and CRM hygiene.

• Familiarity with tools such as 6sense, Highspot, LinkedIn Sales Navigator, ZoomInfo, and AI-enabled prospecting workflows.

• Experience supporting complex or multi-threaded deals in partnership with sales teams.

• Demonstrated tenacity, organization, resilience, and a strong coaching mindset focused on developing others.

Work Model

This is a fully remote role for candidates based in the United States.

About Hinge Health

At Hinge Health, we’re using technology to scale and automate the delivery of healthcare – starting with musculoskeletal (MSK) conditions, which affect over 1.7 billion people worldwide. With an AI-powered human-centered care model, Hinge Health leverages cutting-edge technology to improve outcomes, experiences and costs to help people move beyond their pain. The platform addresses a broad spectrum of MSK care – from acute injury, to chronic pain, to post-surgical rehabilitation – through personalized, evidence-based care. As the preferred partner to 60+ health plans, PBMs and other ecosystem partners, Hinge Health is available to over 20 million people across more than 2,800 employers. The company is headquartered in San Francisco with additional offices in Montreal and Bangalore. Learn more at http://www.hingehealth.com.

What You’ll Love About Us

• Inclusive healthcare and benefits: On top of comprehensive medical, dental, and vision coverage, we offer employees and their family members help with gender-affirming care, tools for family and fertility planning, and travel reimbursements if healthcare isn’t available where you live.

• Planning for the future: Start saving for the future with our traditional or Roth 401k retirement plan options which include a 2% company match.

• Modern life stipends: Manage your own learning and development.

• Grow with us: Grow with us through discounted company stock through our ESPP with easy payroll deductions.

Culture & Engagement

Hinge Health is an equal opportunity employer and prohibits discrimination and harassment of any kind. We make employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, veteran status, disability status, pregnancy, or any other basis protected by federal, state or local law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We provide reasonable accommodations for candidates with disabilities. If you feel you need assistance or an accommodation due to a disability, let us know by reaching out to your recruiter.

By submitting your application you are acknowledging we are using your personal data as outlined in the personnel and candidate privacy policy.

Beware of Phishing Attempts: We've noticed an increase in phishing where fraudsters impersonate employees and send fake job offers to steal sensitive information. We'll never ask for financial details during the hiring process and only use "@hingehealth.com" emails. If you receive a suspicious offer, stop communication and report it to the US FBI Internet Crime Complaint Center. To verify an email from our recruiting team, forward it to [email protected].