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 hr.thewilkinsonfirm.com. 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 within 7 days • Full process: 2-3 weeks • We tell you yes or no. We do not ghost.