Senior Health Plan Sales Development Representative (SDR)

About Lantern

Lantern is the specialty care platform connecting people with the best care when they need it most. By curating a Network of Excellence comprised of the nation's top specialists for surgery, cancer care, infusions and more, Lantern delivers excellent care with significant cost savings to employers and their workforces. Lantern also pairs members with a dedicated care team, including Care Advocates and nurses, for the entirety of their care journey, helping them get back to good health, back to their families and back to work. With convenient access to specialists nationwide, Lantern means quality care is within driving distance for most. Lantern is trusted by the nation's largest employers to deliver care to more than 6 million members across the country. Learn more about us at lanterncare.com.

About You:

• You use LOGIC in your decision making and understand that progress is critical to making change. You focus on the execution of your content while balancing a fast-paced environment and you take the time to celebrate both the small & big wins.
• INCLUSION is a core tenant of your personal beliefs. A diverse and inclusive environment is incredibly important to you. You understand and desire to be a part of a diverse team with different experiences and perspectives & you cherish the differences in each individual that you interact with.
• You have the GRIT, drive and ambition to tackle big problems. Big problems require big ideas and a team that supports new ideas.
• You care deeply for your customers are driven to keep HUMANITY in all decisions. Your customers arent just the individuals using your product. They are the driving factor in your motivation to make a change.
• Integrity guides you in life. Focusing on the TRUTH vs. giving people the answers they want to hear.
• You thrive in a Team Environment. Collaboration is key in innovation and creating change.

These pillars of LIGHT are a reminder to our team that we are making a difference by providing guidance and support in navigating the often complex and confusing landscape of healthcare. We hope that through this LIGHT, individuals can find their way to the best care, resources, and support they need to get back to life.

If this sounds like you, we would love to connect to speak further about career opportunities at Lantern.

Please apply to our role & someone from our Talent Acquisition Team will reach out to help you navigate our interview process.

Senior Sales Development Representative - Health Plans

Reports to: Director of Growth Marketing

JOB OVERVIEW

Were looking for a curious, coachable, and relentless Senior Sales Development Representative (SDR) to help us bring Lantern to more health plan and PBM partners across the country. Youll be at the forefront of a fast-growing company, playing a key role in expanding Lanterns reach by connecting with Health Plan and PBM senior leaders who care deeply about improving care while cutting waste from the healthcare system.

This is a high-impact role for someone who loves to learn, experiment, and build out a new vertical / new market. Youll work hand in hand with Marketing and Sales to create conversations that matter and unlock new revenue for Lantern.

About you:

• You are energized by purpose and want your day-to-day work to make a meaningful difference in peoples lives.
• You are intellectually curious and not afraid to ask why to get to the heart of a prospects pain points.
• You thrive in a fast-paced environment and are motivated by goals, growth, and feedback.
• You are a skilled communicator who is empathetic, concise, and able to tailor your message to the audience.
• You know how to work the full outbound motion using email, cold calls, LinkedIn messages, personalized videos, and more.
• You are comfortable with data and use it to inform your strategy rather than just report on it.
• You love building something new and have a bias toward action.

Responsibilities:

• Craft strategies leveraging the networks of company executives and board members to engage the right senior level people across the health plan or PBM Drive top-of-funnel activity through outbound prospecting using calls, emails, social, video, and more to reach health plans and PBM leaders.
• Craft hyper-personalized outreach that aligns with health plan / PBM goals, challenges, and existing benefit strategies.
• Qualify leads and set meetings for Account Executives by uncovering real business pain and identifying decision-makers.
• Partner cross-functionally with marketing, sales, and strategy teams to refine messaging and outreach strategies.
• Stay sharp on industry trends, the evolving benefits landscape, and how Lantern complements other vendors.
• Keep your pipeline and activity meticulously updated in Salesforce.
• Test, iterate, and share learnings because we believe the best SDRs are mini marketers and strategic thinkers.

Success looks like:

• Hitting and exceeding quarterly targets.
• Consistently delivering high-quality conversations that uncover real employer pain.
• Becoming a trusted voice for benefits leaders exploring better ways to manage specialty care.
• Demonstrating growth in sales acumen, industry knowledge, and prospecting creativity.

Qualifications:

Required:

• 3+ years of outbound sales or prospecting experience in a B2B environment, specifically targeting health plans and PBMs
• Proven ability to generate pipeline through outbound channels including cold email, phone, LinkedIn, video, and more
• Comfortable using Salesforce, Outreach, LinkedIn Sales Navigator, and ZoomInfo
• Strong written and verbal communication skills with the ability to craft clear and compelling messages that resonate with busy buyers
• Data-driven mindset with a habit of tracking your own performance and iterating to improve
• Organized and detail-oriented with strong follow-up and time management skills
• Growth-oriented with a desire to learn, take feedback, and continuously level up

Preferred:

• Experience prospecting into health plans, PBMs, or similar
• Familiarity with healthcare, employee benefits, or HR tech
• Prior experience collaborating with marketing or demand generation teams
• Exposure to account-based selling or working from a defined target account list
• Interest in healthcare innovation and improving employee wellbeing
• Experience using AI tools to drive productivity and insights

Strong Candidates Will:

• Personalize outreach using creativity, relevance, and insight instead of relying on generic templates
• Take full ownership of your pipeline and push through setbacks with a growth mindset
• Collaborate with Account Executives and marketing to turn opportunities into real conversations
• Bring fresh ideas to improve messaging, prospecting strategy, and team performance
• Thrive in a fast-moving environment where priorities shift and experimentation is encouraged
• Balance ambition with empathy to contribute to a high-performing and human-centered team

Benefits

Lantern does not discriminate on the basis of race, sex, color, religion, age, national origin, marital status, disability, veteran status, genetic information, sexual orientation, gender identity or any other reason prohibited by law in provision of employment opportunities and benefits.