Sales Development Representative (HR Advisory) - Raleigh, NC

About this role

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.
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

What this is and isn't
This is:

• Employee-level-1 on the outbound side of a relationship-led, advisory-grade services practice

• Founder-led with hands-on weekly support during ramp

• Equity-bearing with a real path to partner-level ownership

• Built around relationships and trust. We close clinical executives by sitting in their world, not pitching at them

This isn't:

• A mature SDR org with a playbook, dashboards, and an SDR manager above you. You'll help build them

• A high-volume cold-spam motion. HHS executives screen out vendor-feeling outreach in two seconds

• A hand-holding environment. People who need a defined system to operate inside will struggle here

What you'll do

• 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

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

Who you are

• 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

How we work

• Remote, Eastern Time

• Async-friendly inside core hours (9am-1pm ET overlap minimum)

• Weekly 1:1 with founder during ramp

• Tech stack ready on Day 1: HubSpot, Apollo, LinkedIn Sales Navigator, Slack

• You'll partner with the Account Executive (HR Advisory) on warm hand-offs and with the Director of Community Partnerships for context on the founding-cohort

What we believe
Trust before revenue. Mission before money. Long game. We treat every clinical executive like a peer, not a target. We build durable relationships, not flashy logos. We pay people in real upside, not in pizza parties.
Application Tips

• Visit . Five minutes. Understand the practice you'd be building with.

• Find The Wilkinson Firm on LinkedIn. Look around at our social media presence.

• In your cover note, tell us one thing: which behavioral health or HHS organization type would you target first, and why?

What to expect from us

• Reply within 48 hours of application

• First-round screen…