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)