AT CASTOR, WE DRIVE FASTER, SMARTER MEDICAL RESEARCH
At Castor, we are committed to a world with faster, smarter medical research. Our cloud-based software is transforming how clinical research data is captured, shared, and used globally.
The Sales Development Representative supports the top and middle of the sales funnel by ensuring that marketing-generated leads are effectively converted into qualified opportunities. This role focuses on executing pipeline generation activities, improving MQL-to-SQL conversion, and helping optimize how Castor identifies and engages potential customers across Biotech, MedTech, CRO, and Academic segments.
This is a hands-on commercial role for a motivated professional who can combine research, outreach, and process improvement. You'll collaborate with Sales, Marketing, and RevOps to ensure the right leads are followed up on quickly and thoughtfully, while also helping improve how we target, engage, and learn from every customer interaction.
WHAT YOU`LL FOCUS ON
Pipeline Generation
- 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.
ICP & Segmentation Feedback
- 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.
Demand Generation Support
- 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.
Funnel Health & Reporting
- 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.
Cross-Functional Collaboration
- 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.
WHAT YOU`LL BRING
- 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.
How Castor takes care of you
At Castor we truly live and breathe one of our core values, believing we can achieve anything with a healthy and happy team. Our benefits reflect this:
- 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
We are a remote company. At Castor, we value flexibility and believe that the best talents can work anywhere in the world. From flexibility improvements to productivity growth, we want to make sure you are happy, healthy, and productive while working from home.
Every Castorian counts. We celebrate you for who you are. We build products to make clinical research accessible to the world and a company where everyone, anywhere, is welcome. It does not matter where you are from, where you are based, or what your gender, age, or sexual orientation is.
Our remote setup is for your family, your work-life balance, your mental health, and your right to be your most authentic self. You are celebrated for who you are, for all the differences that define you. We want your unique voice to be heard and succeed together as a happy and healthy team!
Castor continues to grow as an Equal Opportunities Employer. We strongly encourage applications from women, people of color, and people from the LGBTQ(+) community. Please feel free to share the pronouns you use (for example she/her/hers, he/her/his, they/them/theirs, etc.).
