Sales Development Representative (United States)

Exciting Opportunity at Ellab - Join Our Team!

We're seeking a Sales Development Representative to join our vibrant team and embark on an exciting journey with us.

As an industry frontrunner, Ellab is committed to providing cutting-edge benefits that make us stand out. Join us and enjoy:

Benefits

️ Time to Unwind:

• Kick off your journey with 2 weeks of vacation (3 weeks at your 5yr. & 4 weeks at your 10yr. anniversaries)
• Stay healthy with 2 weeks of sick time
• Celebrate with 10 Company Holidays
• Experience a rejuvenating 1-week winter shutdown

Financial Well-being:

• Invest in your future with a 401(k) match of $1 for $1 up to 4%

Health and Family First:

• Comprehensive benefits package including medical, dental, vision, short-term and long-term disability, life insurance, and critical illness coverage
• 6 weeks of parental leave

Job Brief

The Sales Development Representative serves as the first point of contact for many customers, helping uncover opportunities, qualify business needs, coordinate commercial activities, and maintain a healthy sales pipeline. The individual will progressively develop the commercial, technical, and industry knowledge necessary to independently represent Ellab, manage opportunities, and take greater ownership of customers and accounts.

The position will primarily work during normal business hours of 8 AM to 5 PM, Monday through Friday, but may require occasional travel, evening events, and weekend work.

Responsibilities

The Sales Development Representative is responsible for:

Business Development & Territory Growth

• Proactively identify and pursue new business opportunities throughout the Southeast territory.
• Research target accounts, facilities, expansions, capital projects, key stakeholders, and market activity.
• Generate opportunities through outbound prospecting, inbound lead development, referrals, industry events, and existing account expansion.
• Qualify inbound leads and relevant account history before engagement to ensure informed, purposeful follow-up.
• Develop new relationships within existing accounts to expand Ellab's reach across departments, facilities, applications, and business units.
• Identify opportunities across Ellab's validation equipment, monitoring, rentals, calibration, and validation services portfolio.

Accounts & Customer Development

• Develop direct customer relationships and become a trusted point of contact for Ellab.
• Maintain regular engagement with customers to understand upcoming projects, applications, challenges, and future requirements.
• Participate in and progressively lead customer meetings, site visits, demonstrations, and account reviews.
• Expand strategic accounts by identifying additional stakeholders, facilities, applications, and cross-functional opportunities.
• Maintain ownership of customer communication while coordinating the appropriate internal resources when needed.
• Participate in territory and strategic account planning with the Director of Sales.

Opportunity & Sales Management

• Qualify opportunities based on customer need, application, timing, budget, stakeholders, and decision process.
• Conduct discovery conversations to understand technical and commercial requirements.
• Independently manage appropriate opportunities through discovery, solution development, quotation, follow-up, negotiation, and close.
• Prepare quotations and proposals in coordination with the appropriate technical, operational, and commercial resources.
• Maintain consistent, purposeful follow-up and clearly defined next steps throughout the sales cycle.
• Recognize when additional technical, service, or leadership resources are required and engage them appropriately while maintaining ownership of the opportunity. (Opportunity Intelligence)

Product, Application & Industry Development

• Develop working knowledge of Ellab's validation equipment, monitoring solutions, rentals, calibration, software, and validation services.
• Understand common customer applications and regulated environments sufficiently to conduct effective discoveries and recommend appropriate solutions within established areas of competency.
• Stay current on Ellab products, services, pricing, competitive positioning, and relevant industry developments.
• Participate in ongoing product, application, industry, and sales training.
• Develop relationships with engineering firms, consultants, service providers, and other industry partners that can generate or influence opportunities.

CRM, Pipeline & Forecast Management

• Maintain accurate and current accounts, contact, activity, and opportunity information in Salesforce.
• Maintain accurate opportunity values, stages, expected close dates, next steps, and supporting notes.
• Build and maintain a healthy pipeline aligned with individual and territory objectives.
• Participate in pipeline, opportunity, and forecast reviews.
• Communicate meaningful changes, risks, competitive intelligence, and next actions on assigned opportunities.
• Use CRM and account data to prioritize activity and identify areas for growth.

Team & Cross-Functional Collaboration

• Operate as an additional commercial resource for the Southeast territory and provide coverage across customer and business-development activities.
• Collaborate with equipment sales, service sales, technical teams, operations, marketing, and other Ellab resources to deliver a coordinated customer experience.
• Identify opportunities outside the individual's immediate area of expertise and engage the appropriate internal resources while remaining involved with the customer.
• Share customer intelligence, market developments, competitive information, and potential opportunities with the broader commercial team.
• Support strategic and complex opportunities alongside the Director of Sales while progressively developing greater independence and ownership.

Requirements

• 2+ years inside sales, account management, or customer success experience
• BA/BS degree in Business, Marketing, Life Sciences, Engineering, or a related field preferred or equivalent experience.
• Experience within pharmaceutical, biotechnology, life sciences, medical devices, or another FDA/GxP/ISO-regulated industry preferred.
• Strong communication, relationship-building, organizational, and problem-solving skills.
• Must be comfortable prospecting, developing new relationships, and engaging customers directly.
• Ability and willingness to develop technical knowledge of Ellab's solutions and customer applications.
• Salesforce or comparable CRM experience preferred.
• Travel required 30%