Sales Development Representative
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Job Description
Sales Development Representative driving pipeline generation for Castor’s clinical research solutions. Collaborating with teams to convert leads and optimize engagement across multiple sectors.
Responsibilities:
- Execute targeted outreach campaigns to convert non-direct inbound MQLs into SQLs and qualified opportunities.
- Conduct research and sourcing to identify net-new accounts within defined segments and support proactive outreach initiatives.
- Maintain lead hygiene, track conversion performance, and ensure timely follow-up on inbound and event-driven leads.
- Use automation tools and AI to streamline outreach, fill in missing lead data and improve efficiency.
- Provide structured feedback to Marketing and Sales on lead quality, segmentation, and ICP alignment.
- Identify recurring patterns and opportunities from outreach performance to inform campaign refinement and target prioritization.
- Share insights from interactions with prospects to continuously improve targeting accuracy and messaging relevance.
- Collaborate with Marketing on post-event follow-ups, ABM campaigns, and nurture programs, ensuring leads are activated, followed up, and routed to the right AEs.
- Manage lead and opportunity tracking in Salesforce, ensuring data accuracy and complete visibility.
- Monitor conversion metrics and support reporting for pipeline reviews and forecasts.
- Identify potential pipeline gaps and propose tactical improvements.
- Work closely with Account Executives and Sales Leaders to align on priority accounts, outreach cadence, and messaging.
- Partner with Marketing and RevOps to streamline tools, handoffs, and reporting workflows.
Requirements:
- Around 3-5 years of experience in Sales Development, Demand Generation, or Growth roles in SaaS, Life Sciences, or similar B2B environments.
- A strong understanding of lead qualification, funnel management, and CRM best practices (Salesforce preferred).
- Proven ability to convert marketing leads into qualified sales opportunities through disciplined follow-up and research.
- Excellent written and verbal communication skills, with an ability to summarize complex ideas clearly and concisely.
- Curiosity and comfort using AI tools, data enrichment, and automation to work more efficiently.
- Confidence using AI tools to write messages, enrich data, automate workflows and experiment with outreach strategies.
- A detail-oriented, proactive mindset with strong organizational and analytical skills.
- Motivation to grow into a more senior commercial or revenue operations role over time.
- It would be great if you also had:
- Experience working in MedTech, Biotech, or CRO sectors.
- Familiarity with sales engagement platforms (e.g., Outreach, Apollo, or ZoomInfo).
- Exposure to AI-driven prospecting or campaign automation workflows.
- Understanding of clinical research terminology and stakeholder roles.
Benefits:
- Guaranteed annual ‘happy holidays’ bonus
- Employee Stock Option Plan
- Learning & Development Budget to support your growth
- Unlimited annual leave
- A fully remote role, with support for your home office set-up
- A flexible working schedule: nobody is tracking your time except you, we focus on output and delivery
- A great work-life balance
- Quarterly downtime weeks, well-being workshops, sleeping courses, access to OpenUp, virtual company events and celebrations
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