As a Founding Senior SDR, you will build and drive the top-of-funnel pipeline from scratch for a generative AI platform that creates, reviews, and edits regulatory documents for biotech and pharmaceutical drug development companies. You will be targeting mid-market biotech and pharma companies with US headquarters running 7 or more active clinical trials, engaging senior regulatory leaders, medical writers, and AI innovation executives. You will work closely with an 8-person AE team, qualifying and handing off leads at a defined stage. This is the company's first SDR role; in addition to executing outbound, you will help build the outbound playbook from the ground up. This newly created position reports directly to the VP Sales. The base salary is $110,000 -- $125,000 USD, plus commission.
COMPENSATION & BENEFITS
- • $110,000 -- $125,000 USD base salary, plus commission
- • Year 1 OTE: $135,000 -- $150,000 USD
- • Year 2 OTE: $155,000 -- $170,000 USD
- • Company-paid health, dental, and vision insurance
- • 401K with matching
- • Stock / stock options
- • Laptop provided
- • Clear career path to AE role
THE COMPANY & CULTURE
Our client is a venture capital-backed, early-stage SaaS company experiencing 100-200% annual revenue growth. Headquartered in San Francisco, CA, with a team of 35 employees company-wide. The company provides a generative AI platform that creates, reviews, and edits regulatory documents throughout the biotech and pharmaceutical drug development lifecycle. Clients use the platform to shorten regulatory submission timelines, reduce resource requirements for complex filings, and produce higher-fidelity regulatory documents --- addressing a compliance-driven, mission-critical workflow where errors carry significant consequences.
OFFICE LOCATION & SALES TERRITORY
- • Head office: San Francisco, CA
- • Work arrangement: Hybrid --- 3 days in-office (Tuesday, Wednesday, Thursday) | Monday and Friday remote
- • Sales territory: All biotech and pharma companies with US headquarters running 7 or more active clinical trials
EXPERIENCE, BACKGROUND & EDUCATION REQUIREMENTS
- • 2--5 years of B2B SDR/BDR or outbound sales experience required
- • Outbound-focused SaaS sales background required
- • Life sciences, biotech, or pharma SaaS sales experience is highly desirable but not a hard requirement
- • Bachelor's degree in Life Sciences, Business, or a related field required; Master's degree is a plus
TECHNICAL SKILLS
- • LinkedIn Sales Navigator
- • CRM software: HubSpot or Salesforce
- • Outreach/sequencing tools: Salesloft, Outreach, or equivalent
- • Data enrichment tools: WIZA, ZoomInfo, or equivalent
- • AI/ML tools for outreach and pipeline generation
THE PRODUCT / SERVICE / SOLUTION
- • Generative AI platform for regulatory document creation, review, and editing throughout the biotech and pharma drug development lifecycle
- • Delivered as a SaaS license to mid-market biotech and pharma companies
- • Addresses regulatory submission workflows where speed, accuracy, and compliance are mission-critical
PROSPECTIVE CUSTOMERS / INDUSTRY FOCUS / DECISION MAKERS
- • Mid-market biotech and pharmaceutical companies with US headquarters running 7 or more active clinical trials
- • Primary decision-makers: Head of Regulatory, Head of Drug Development, CMO, Head of AI for Regulatory, Head of AI Innovation for Drug Development
- • Target buyers are within drug development companies specifically --- not hospitals, insurance providers, or general healthcare IT
SALES CYCLE / ORDER VALUE / ACCOUNT SIZE
- • SDR role: quota measured in qualified pipeline meetings generated
- • Year 1 pipeline quota target: $5--7M in qualified meetings
- • Sales cycle is consultative and multi-stakeholder
COMPETITIVE ADVANTAGES
- • Purpose-built generative AI for a compliance-critical, high-stakes workflow with limited direct competition
- • Proven enterprise-level clients
- • Fast-growing platform company with 100--200% annual revenue growth and significant upside for top performers
- • Clear AE career path for high-performing SDRs
TYPICAL DAY & DUTIES
• 100% New Business Development
On a typical day you will be building and refining your prospect list, executing structured outbound sequences across phone, email, and LinkedIn to engage regulatory and AI innovation leaders at biotech and pharma companies, running initial qualification calls, handing off qualified opportunities to the AE team, maintaining accurate pipeline data in HubSpot, and contributing to the development of the company's first SDR playbook.
LEADS
- • 75% self-prospected --- you will build your own target list from scratch with no warm pipeline or inbound leads provided
- • 25% from company-supplied lists
• No warm leads or inbound inquiries are provided --- high-volume outbound prospecting is the core daily expectation
OVERNIGHT TRAVEL
• None required
SUPPORT & TRAINING
- • Reporting to the VP Sales, with 30 years of sales management experience --- coaching on MEDDIC methodology, best practices, and direct performance feedback
- • Close collaboration with an 8-person AE team for playbook development, lead handoffs, and pipeline strategy
- • The candidate is expected to be self-sufficient from the SDR execution standpoint
- • AI/ML tools and HubSpot CRM will be core to the daily workflow from day one
WHY YOU SHOULD APPLY
- • Founding SDR opportunity --- build the playbook from scratch and define how outbound works at a high-growth AI company transforming regulated drug development
- • Uncapped commission with accelerators --- your earnings grow directly with your performance, with no ceiling
- • Clear and fast path to AE --- top-performing SDRs can move to a field-based AE role within Year 1
- • Genuine career-defining opportunity at a venture-backed AI SaaS company with enterprise-level clients and 100- 200% annual revenue growth
Equal Opportunity Employer
Just Sales Jobs and our clients are equal opportunity employers. We do not discriminate. All candidates are evaluated solely on performance merit and organizational fit.
Not the Right Fit? We May Have Other Roles for You.
If this particular role isn't the right match, we encourage you to browse our other open positions at https://justsalesjobs.ca/jobs-opening/ and apply for any that interest you. Our recruiters review every resume we receive --- and if we have another role that could be a great fit for your background, we will reach out to you directly.