Business Development Representative (Clinical Trial SaaS)

POSITION OVERVIEW

We're looking for a gritty, hungry self-starter who isn't afraid to pick up the phone and put in the work. The Business Development Representative (BDR) is a high-impact, high-visibility role responsible for generating and qualifying new business opportunities with clinical operations, feasibility, and digital innovation leaders at pharmaceutical and biotechnology sponsors.

This is a top-of-funnel role built for someone who thrives in a fast-paced, competitive environment, gets energized by hitting big numbers, and wants to grow fast inside a company that rewards performance. If you love the grind, love the win, and want to work in a space where what you do genuinely matters, this is your seat.

KEY RESPONSIBILITIES

Outbound Prospecting & Lead Generation

• Prospect into target accounts in pharma and biotech using multi-channel outreach (phone, email, LinkedIn, conference follow-up) to drive top-of-funnel activity
• Research and identify key decision-makers within clinical operations, feasibility, patient recruitment, digital health innovation, and medical affairs teams
• Conduct high-volume, personalized outreach campaigns aligned with marketing initiatives and industry events
• Leverage account-based strategies to penetrate top-tier pharmaceutical and emerging biotech organizations

Inbound Lead Qualification

• Qualify inbound leads from marketing programs, webinars, conferences, and website inquiries
• Conduct discovery calls to uncover pain points around feasibility forecasting, patient recruitment and retention, site engagement, and protocol execution
• Assess organizational fit, budget authority, timeline, and technology stack to prioritize high-quality opportunities

Discovery & Needs Assessment

• Execute structured discovery conversations to understand current recruitment workflows, site training models, and patient engagement challenges
• Map sponsor pain points to ProofPilot's capabilities across feasibility, awareness, recruitment, retention, and site support solutions
• Clearly articulate ProofPilot's differentiated value proposition: white-label branding, true end-to-end platform, holistic patient and site journey visibility, and GxP compliance

Meeting Setting & Pipeline Contribution

• Schedule qualified product demos and discovery meetings for Account Executives with well-documented notes on stakeholders, pain points, timelines, and competitive landscape
• Hit and exceed the core KPI: 5+ net new qualified meetings with ICPs per month
• Maintain accurate, up-to-date records in HubSpot CRM on activities, leads, contacts, and opportunity progression

Cross-Functional Collaboration

• Partner closely with Marketing on campaign execution, messaging refinement, and event follow-up strategies
• Provide structured feedback from the field on messaging effectiveness, objections, competitive signals, and market trends
• Collaborate with Sales leadership to refine ideal customer profiles, qualification criteria, and prospecting playbooks

IDEAL CUSTOMER PROFILE & MESSAGING FOCUS

Target Personas

• Clinical Operations Leaders
• Feasibility and Study Planning Teams
• Patient Recruitment and Retention Managers
• Digital Health and Innovation Directors
• Medical Affairs and Clinical Science Teams
• CRO and Site Network Partners

Key Pain Points to Address

• Inaccurate enrollment forecasting and antiquated feasibility models (only 20% of trials finish on time)
• Low study awareness (55% of patients don't join trials due to lack of awareness)
• Poor referral-to-randomization conversion rates and high patient dropout (30% drop out due to complexity)
• Overburdened sites managing multiple vendors and inadequate training (90% of sites learn on the first few patients)
• Fragmented technology ecosystems requiring coordination across multiple point solutions

Value Proposition Messaging

• True End-to-End Platform: Replace fragmented multi-vendor ecosystems with a single Clinical Experience Platform
• White-Label Branding: Maintain sponsor brand continuity and trust throughout the patient and site journey
• Holistic Visibility: 360-degree view of patient and site engagement with real-time performance metrics
• Proven Results: 40% improvement in site compliance, higher conversion rates, better patient engagement
• Compliance Excellence: GxP, HIPAA, GDPR, CCPA, CFR Part 11, and SOC2 Type 1 certified
• Award-Winning: Industry-recognized solution backed by pharma, patient, and site experts

QUALIFICATIONS

Required

• Experience in a BDR, SDR, or inside sales role in B2B SaaS (we care more about your hunger and track record than your resume length)
• Proven track record of meeting or exceeding pipeline generation and meeting-setting quotas
• Comfortable with high-activity outreach and structured, data-driven pipeline management
• Strong communication skills with the ability to translate complex problems into concise, outcome-focused value propositions
• Self-motivated, coachable, and wired for a fast-paced, competitive environment
• Bachelor's degree or equivalent professional experience

Preferred

• Familiarity with HubSpot CRM or similar sales engagement platforms
• Familiarity with clinical trial stakeholders and terminology (e.g., sites, CROs, recruitment vendors, decentralized/hybrid trials, ePRO, eCOA)
• Previous experience selling to pharmaceutical, biotechnology, or healthcare IT organizations
• Understanding of clinical operations, patient recruitment, or site engagement workflows
• Experience with account-based prospecting strategies and multi-threaded outreach
• Knowledge of the competitive clinical trial technology landscape (recruitment platforms, eClinical systems, patient engagement tools)