The Business Development Associate is the front line of Sapio Sciences' growth engine, responsible for generating and qualifying pipeline that fuels our Strategic Accounts team. This role owns the full top-of-funnel motion: building targeted prospecting lists using ZoomInfo, LinkedIn, and event data; running multi-touch outreach across email, phone, and LinkedIn; and leading sharp, consultative discovery conversations with buyers ranging from VPs of Informatics to lab directors and procurement leads. Success requires meeting monthly targets for booked meetings and created opportunities, maintaining immaculate CRM hygiene in HubSpot, and serving as a conduit for market intelligence, feeding real-time buyer language, objections, and competitive signals back to Marketing and Product.
The ideal candidate is self-directed, coachable, and genuinely curious about how life science labs operate and where software can remove friction. This is a high-velocity, metrics-driven role for someone who wants to build a career in SaaS sales within the life sciences space, with a clear growth path toward Account Executive.
Pipeline Generation: Own It from Zero
● Build your own prospecting lists. Use ZoomInfo, LinkedIn, event attendee lists, and your own research to find the right people at the right accounts.
● Run multi-touch outreach sequences across email, phone, and LinkedIn, and iterate until something lands.
● Hit and exceed monthly targets for meetings booked and opportunities created. Know your numbers cold.
● Don't just generate volume, generate quality. Understand the difference between a contact and a prospect.
Discovery Calls: Lead the Conversation
● Run first-call conversations, not scripts. Ask sharp questions. Uncover pain. Know when to disqualify.
● Articulate Sapio's value proposition with clarity and conviction, to a VP of Informatics, a lab director, or a procurement lead. Adjust your pitch accordingly.
● Pass only qualified opportunities to Account Executives.
CRM & Data Hygiene: Non-Negotiable
● HubSpot is your source of truth. Every call, every email, every outcome, logged accurately and on time.
● Proactively clean up stale contacts, duplicate records, and outdated account data. Don't wait to be asked.
● Build your sequences and workflows inside CRM. No parallel tracking in spreadsheets.
Market Intelligence, Be the Ears
● Feed intel back to Marketing and Product. What objections are you hearing? What language do buyers use? What conferences are they showing up to?
● Stay current on industry news, M&A, and regulatory shifts that affect lab informatics buying behavior.
Cross-Functional Collaboration
● Work tightly AEs on target account strategy and coordinate on active sequences.
● Support Marketing by executing outreach from campaigns, events, and content programs.
● Flag patterns, good and bad quickly. This team moves fast and expects the same from you.
What we are looking for:
● Relentlessly coachable. You want feedback and you act on it.
● Comfortable with rejection. You treat objections as information, not defeat.
● Self-directed. You don't need someone to tell you to make calls. You make calls.
● Detail-oriented. Your CRM hygiene is immaculate. Your follow-ups are on time. You don't drop balls.
● Curious. You genuinely want to understand how life science labs work, what slows them down, and how software changes that.
● Demonstrated track record of hitting targets (bring the numbers).
● HubSpot or equivalent CRM experience, not just 'familiarity,' but daily active use.
● Strong written and verbal communication. Your cold emails get replies. Your calls get scheduled.
● Bonus: exposure to LIMS, ELN, bioinformatics, or lab automation software. Interest counts if experience doesn't.
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