About LighthouseAI
LighthouseAI, a Pharma Solutions company, provides pharmaceutical state licensing software and services to pharmaceutical manufacturers, wholesale distributors, logistics companies, and pharmacies.

The LighthouseAI product suite includes LighthouseAI Intelligence®, which uses artificial intelligence to automate compliance requirement research, and LighthouseAI Management® which enables maintenance.

LighthouseAI will create a stress-free and streamlined state licensing experience with support from our expert industry veterans and professional solutions.

About the role

We’re looking for a quota-carrying Field SDR to drive qualified sales opportunities exclusively through conference-based engagement. This role blends research, outreach, logistics, and in-person representation to maximize ROI from select industry events. You’ll be responsible for sourcing, planning, and executing our presence at high-impact conferences—from pre-event outreach through post-event follow-up—with a performance target of generating12 qualified sales opportunities per month / per conference.

Candidates must have at least three years of experience in a quota-carrying role in which they generated qualified sales opportunities for a B2B software company.

Key Responsibilities

Conference Selection & Strategy

Research and evaluate potential conferences based on:
- Volume of qualified contacts expected to attend.
- Saturation ratio of qualified vs. unqualified contacts.
Prioritize events that yield the highest potential for opportunity generation.
Present data-driven recommendations for event participation to leadership.

Pre-Conference Outreach

Build target lists of attendees using event tools, sponsor lists, and prospecting platforms (e.g., LinkedIn, ZoomInfo, SalesLoft).
Execute multi-touch outbound campaigns (email, social, phone) to book meetings at the event.
Collaborate with Sales Development and Account Executives on outreach strategies and messaging.

On-Site Execution

Represent the brand professionally and energetically at each event.
Manage booth setup, staffing, and engagement activities, sometimes attending events alone.
Facilitate meaningful conversations that lead to qualified sales opportunities.
Capture detailed notes and follow-up tasks for each qualified sales opportunity or promising interaction.

Post-Conference Follow-Up

Immediately follow up with qualified leads to secure qualified sales opportunities.
Ensure clean handoff to the Sales team with context-rich notes.
Track outcomes and learnings to improve future event performance.

Conference Logistics

Handle all logistical aspects of event planning:
- Contacting organizers and securing sponsorships or exhibitor packages.
- Selecting optimal booth placement and negotiating fees.
- Coordinating shipping and return of booths, marketing collateral, and giveaways.
- Managing travel bookings and on-site needs.

Requirements

3+ years in a quota-carrying role – whether field marketing, SDR, or event marketing.
Experience working directly with B2B SaaS Sales or Demand Generation teams.
Strong analytical skills for conference selection and ROI tracking.
Excellent project management and vendor coordination experience.
Comfort with CRM tools, outbound platforms, and LinkedIn Sales Navigator.
Willingness and ability to travel up to 35% of the time.
Highly self-motivated and performance-driven with a consistent track record of hitting goals.

Success Metrics

Monthly quota: 12 qualified sales opportunities created.
Opportunity-to-conference ratio.
Pre-booked meetings per event.
Cost per opportunity generated.

Compensation:

Base Range: $60,000-80,000
Commission Range: $40,000-60,000
On-target Earnings: $100,000-140,000

Benefits offered include:

PTO & Paid Holidays
Health, Dental, Vision Insurance
Life Insurance
STD / LTD

Why Join Us

This role is perfect for someone who loves the energy of conferences, thrives on ownership, and wants to directly impact sales pipeline through field-based demand generation. If you're equal parts planner, hustler, and relationship-builder, we want to hear from you.

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LighthouseAI

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