Business Development Representative, Outbound

About Kivo

Kivo is a venture-backed, AI-enabled SaaS company with a seasoned, multi-exit leadership team. Collectively, we have over 200 years of experience across life sciences and cutting-edge software products. We are rapidly growing and are looking for the right teammate to uplevel our outbound efforts.

Some things to know about us:

• Our current win rate for sales qualified opportunities is >40% -> if you bring it in, you can trust your deals to be worked expertly.
• Our expansion rate for existing customers is >40% too –> our customers love us long after they close
• We have a 4.9 star rating on G2 –> our reputation is stellar and our market visibility is solid & climbing
• We’ve hit 7 record quarters in a row –> highest ARR, number of new logos, you name it. You’re here to help continue that trend.
• We closed new funding in Dec 2025 –> we have the runway to expand our team. That’s why you’re here!

Position Overview

Kivo is hiring a systems-minded business development manager responsible for proactive outreach to our target customers, including pharmaceutical and medical device sponsors, contract research organizations (CROs), and other life science teams. This role reports to the VP of Marketing & Revenue Operations, with a dotted line to the Sales team (reps and Chief Revenue Officer). This is a good opportunity for those who want to grow into an account executive role or who would be interested in GTM / sales operations. Have a different trajectory in mind? No problem. We’re here to help you grow.

What You’ll Do:

• Identity targets, qualify leads and book meetings for account executives, orchestrating seamless handoffs
• Promptly chase good-fit prospects via email and Linkedin, using account research to personalize messaging
• Work hand-in-hand with revenue operations to give feedback on account scoring, messaging, ICPs, and automated workflows
• Gain a deep understand of the drug & device development industry and Kivo’s key personas (Regulatory, Clinical, and Quality) to identify problems and use cases that Kivo can solve
• Proactively suggest improvements to our signals, tools, workflows, or plays to improve outreach efficiencies

What you will NOT do:

• 🚫 “Spray and pray” automated outreach. This is a niche industry that requires depth, credibility, and thoughtful personalization. High-volume automation doesn’t fly here.
• 🚫 Log daily activities. You’ll have targets for # of accounts contacted, # of meetings set, and downstream SQLs. How you get there is up to you.
• 🚫 Cold call from sun-up til sun-down. Calling is optional. Meetings are not.

What You’ll Bring:

• 1-2 years of sales, SDR/BDR experience in a SaaS, life sciences, or compliance environment
• Excellent written and verbal communication skills. If you rely on an LLM to do your writing, we’re going to notice…as will our prospects.
• Highly detail-oriented working style. A lead falling through the cracks? Not on your watch.
• Interest in modern sales and GTM tools – and an opinion on how you like to get the job done
• Experience playing around with AI (drafting an email doesn’t count!)
• Existing knowledge of the drug development landscape OR a voracious desire to learn a highly regulated space
• A friendly, supportive attitude that comes across in your communication. We are not a “hard-sell” culture. We prefer to give our prospects and customers genuinely helpful information and trust that they will come to us when the time is right.

What We Offer:

• Direct access to senior leadership (VP and C-suite)
• Collaborative, flat hierarchy where your ideas are taken seriously, tested, and executed where possible
• Unlimited PTO - that we actually expect you to use!
• Remote work environment (or hybrid if you are in the Portland area)
• Real work-life balance. We believe people do their best work when they are rested, supported, and have time for things they love outside the office
• Comprehensive benefits, competitive salary, health, dental and vision insurance, 401K match