[Hiring] Business Development Representative @ProofPilot, Inc.

Role Description

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

• 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 Qualifications

• 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).