Sales Development Representative

Remote

About Sanguine:

Sanguine Biosciences is accelerating personalized medicine research by empowering patients with their healthcare data and making it as easy as possible for them to participate in the medical research process. We partner with patients and pharmaceutical companies to accelerate precision medicine R&D by securely and efficiently collecting and providing patient samples and relevant health data. We are helping thousands of researchers at 20 of the top 40 global pharmaceutical and biotechnology companies increase the speed and quality at which they are conducting their research. For the past three years, Sanguine received the prestigious designation as a “Great Places to Work'' company plus additional awards for leadership and diversity. It is an exciting time; our biotech company is growing quickly and needs the best team members to join us.

About the Role:

The Sales Development Representative (SDR) is responsible for generating interest in our products, research services and data, developing relationships with ideal customers, and qualifying new business opportunities. This role reports to the Senior Manager of Sales Development. Using a consultative approach, the target Sales Development Representative will also offer helpful resources and insight that will inform the buyer’s decision-making process.

As we increase our commitment to become more client-focused and provide custom services to potential customers, the role of SDR will be vital to our success. This position is part of the Sales team and serves as a critical liaison between Demand Generation and Account Executives.

Primary Responsibilities:

Account Strategy

• Able to effectively research an account to understand their active pipeline and identify white space and alignment based on AOI
• Consistently completing pre-call planning and post-call tracking prior to and after client meetings for both LQC and for AE calls. This includes creating pre-call roadmaps and updating the CRM with pre and post call notes and action items.
• Able to initiate and process CDA/NDA as needed
• Able to identify accounts with specific pipeline and bookings goals which are tied to overall company revenue goals, and track our progress in hitting correlating pipeline goals.
  
  

Product Knowledge

• Able to answer lead questions most of the time but may have to reference source materials or consult another team member
• Able to recognize account personas based on the company website
• Able to recognize lead personas based on title
  
  

Relationship Management

• Partnering with our experienced Account Executives to help fill sales pipelines
• Responding to clients quickly & following up within agreed-upon time frames
• Demonstrating the ability to set ground rules in client calls
• Focusing on the lead's needs and disqualifying needs as necessary to not waste lead time (ex: determining if the lead is not interested in or does not have the budget for our products.)
• Maintaining active engagement with leads through nurturing until they are ready to move forward in our sales process
  
  

Solution Management

• Basic ability to ask questions, identify pain points, and figure out what the most important elements of the proposed study are.
• Basic ability to understand what is feasible and what is not
• Ability to identify applicable products based on the researcher's initial request with help from management and other resources.
• Work with Management to follow internal SOPs
  
  

Sales Process & Closing Ability

• Qualify leads through prospecting: cold emails, cold calling, lead qualification calls, and networking (social outreach and live events)
• Coordinate calls and meetings between qualified leads and the Sales team
• Understands and follows our process for converting leads into buying customers
• Knowledgeable about where a lead is in the sales process during meetings and correspondences (ex: you should be able to pull a list of your working leads when your manager asks for it and let them know which ones you are most likely to set a meeting for. You should also know which meetings you have had that you expect opportunities from)
• Performing effective outreach to Marketing Qualified Leads and Contacts via Gong Engage Flows and LinkedIn outreach
• Capitalizing on prior work with an account to aid in prospecting new leads
• Sets a clear understanding of the next steps during client interactions
• Able to prepare a plan for prospecting for the week based on goals and work through your plan
• Developing cold calling stamina and becoming a hunter; prospecting key decision makers and leads
• Crushing monthly quotas and exceeding expectations
• Answer prospects’ questions and offer content, including new product developments, based on their current needs or pain points
• Work closely with the Lead Nurturing, New Business, and Brand Awareness teams to nurture Demand Generation leads into sales opportunities
  
  

Prospecting

• Able to identify top Account targets and add new leads to email flows (minimum of 35 a day) with assistance from the manager
• Performing effective and consistent outreach to Marketing Qualified Leads and Contacts via Gong Engage Flows and LinkedIn outreach demonstrated by maintaining an open rate of 20% and a response rate of 3%+ for cadences.
• Proactively reaching out to the manager or team lead when metrics are not being met to diagnosis areas for improvement and improve outcomes.
• Nurturing prospecting without current need based on agreed-upon timeline with relevant updates including new products, webinars, case studies etc.
• Calling leads who are engaging with our emails and LinkedIn messages.
• Able to research leads/accounts prior to meetings
• Searching for new leads and partnering with sales leadership to expand the CRM lead pool
• Maxing out on LinkedIn inmail usage (50+) each month on LinkedIn
• Completing consistent, organized outreach via LinkedIn using both pre-constructed messaging and relevant personalized messaging based on company and lead persona.
  
  

Qualifying

• Qualification: company standing (pipeline, funding, account type), Persona/role - BANT
• Taking LQCs when red flags are identified in the qualifying process (ex: A client requiring smaller sample volumes might be a better fit for an Inventory product instead of prospective collections)
• Able to maintain a meeting to opportunity conversion of 30%+
• Efficiently qualify inbound requests sourced by marketing and process through sales process according to defined best practices
• Fearlessness - willing to hop on the phone with new people every single day and explain our value proposition as it relates to each individual you speak with.
  
  

Technology

• Linkedin Sales Navigator:
• Gong
• Salesforce
• Ballpark Pricing Calculator
• Everstage
• Seismic
• LatticeSlack
• G-Suite
  
  

Position Requirements:

• Bachelor’s degree in relevant field (Life Sciences degrees preferred)
• 1-2 years of entry-level sales experience (SaaS, medical, tech sales is favored), preferred
• Experience working with a sales process, generating and qualifying leads, preferred
• 100% reliable and detail oriented. A drive to execute flawlessly.
• Positive can-do attitude and tireless work ethic. Driven and self-sufficient.
• Unfazed by rejection
• Coachable
• Great at building rapport and establishing relationships
• Hungry and possessing a high need for competition and achievement
• Must live and breathe startups with broad responsibilities, crazy busy, dynamic environment, lots of responsibility, and lots of fun
• Proven ability to prioritize tasks, organize projects, and manage time effectively
• Persistence and patience in finding leads and opportunities and the ability to build a strong sales pipeline
• Strong communication skills (oral and written) to share Sanguine’s value proposition to prospects
  
  

Salary: $60,000 base plus Uncapped Commission