Business Development Representative

Espresso Clinical · Boston / US East Coast · First commercial hire · Backed by Team8

Espresso is a clinical-trial-oversight startup. Our product, R1, tells a pharma sponsor within about a day when a trial has crossed a line, instead of the ~46 days it takes them today. We have a product, real pilot results with global pharma sponsors, and a CEO who closes deals. What we do not have is anyone filling the top of the funnel. That is this job.

You would be our first commercial hire and our first BDR. Your job is prospecting: find the right people at pharma sponsors and CROs, reach them until they answer, and put qualified first meetings on the CEO's calendar. He takes the meeting and closes it. You make sure there is always a next one.

This is a hands-on outbound seat. You are not managing anyone, you are not owning marketing, and you are not expected to out-argue a Head of Clinical Operations. You are expected to get us in the room, week after week.

• Prospecting. Research accounts, build target lists, and find the named humans inside them who feel this problem.
• Outreach. Email, LinkedIn, phone, and conference follow-up. Written outreach that earns a reply is most of this job.
• Qualified first meetings. Not volume for its own sake. We will define what "qualified" means together, and that bar is your number.
• A clean pipeline. Accurate CRM hygiene, honest reporting on what is landing and what is not, and fast iteration on the message.
  

You are not inventing the go-to-market from scratch. We provide the ICP, the positioning, the proof points, the deck and one-pagers, the tooling and data budget, and a CEO who will sit on calls with you and rewrite your emails with you in week one. Your job is to run the outbound motion inside that, and to tell us where it breaks.

• 2 to 4 years generating your own pipeline in an outbound sales role. You have personally sourced meetings — not waited for marketing to hand them over.
• Genuinely hungry, organized, and relentless about follow-up. You treat outbound as a craft, not a chore.
• A clear, credible writer. If you cannot write a five-line email that a VP of Clinical Operations answers, this will not work.
• Fluent with CRM, sequencing and list-building tools, and quick to pick up new ones.
• Comfortable prospecting into a technical, regulated industry and learning the vocabulary fast.
• Bonus, not required: exposure to pharma, biotech, clinical trials, or life-sciences software.
• US-based, East Coast. Comfortable being the only commercial person in the building.

• $75,000 to $95,000 base, depending on experience.
• Variable of $30,000 to $40,000 at target, tied to qualified first meetings and pipeline created — the things you control — plus an uncapped kicker every time a deal you sourced converts to paid.
• On-target earnings of $110,000 to $130,000, with real upside as conversions stack.
• Meaningful stock options. First commercial seat, real ownership.
• A clear path: as the funnel matures, you grow into qualifying deeper, then into carrying and closing your own deals.

Send a note to Yoran Bar directly at Jobs@espressoclinical.com. Tell us about a pipeline you built from scratch — what you tried, what flopped, and what finally worked. We would rather read that than a cover letter.

Espresso Clinical is an equal opportunity employer.