Sales Development Representative

Castor is committed to transforming clinical research through their innovative cloud-based software. The Sales Development Representative will play a crucial role in generating and qualifying leads, collaborating with various teams to improve outreach and conversion strategies in the Biotech, MedTech, and Academic 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
• Help ensure that campaign leads are properly activated and routed to the right AEs. Ensure leads are activated, followed up, and routed correctly, bridging the 'marketing to sales' gap
• Track campaign performance and highlight opportunities to improve MQL-to-SQL conversion
• Manage lead and opportunity tracking in Salesforce, ensuring data accuracy and complete visibility
• Monitor conversion metrics and support reporting for pipeline reviews and forecasts. Support building simple dashboards or reports that highlight opportunity performance
• 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
• 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