Business Development Representative (US)

Based in Philadelphia, Pinnacle 21 is a leader in clinical trial data software and services. Our vision is a clean data pipeline that ends in a successful regulatory submission. We're an established startup that builds software to streamline the drug approval process, bringing life-saving medicines to patients faster. Pinnacle 21 is a certified Great Place to Work, and we're looking for motivated talent. Come help us revolutionize clinical trials and streamline the drug approval process. 

Work that matters – When good drugs get delayed to the market, it’s not just money that’s wasted. Every day we save gives that many more patients longer, healthier lives.  

Work autonomously – Enjoy the freedom to develop your talents without being micromanaged. We’ll support you as you add to your skillset and grow to own multiple projects  

Global footprint – We serve a diverse community of users from around the world. Our software is the industry standard for preparing clinical trial data for regulatory submission. 

What you’ll be doing 

Pinnacle 21 is hiring for a Business Development Representative (BDR) that will focus on prospect accounts in the US. In this role you will work closely as part of our Sales Team to prospect a list of accounts which will be provided to you and hand-off to our Enterprise Account Executives and or Global Strategic Account Executives You will maintain a thorough understanding of Certara software and services, industry knowledge including competitive landscape, customer pain points and needs in order to properly position the solution and qualify-in/qualify-out campaign responders. This is a high-energy position as goals are a minimum 100 prospecting activities per day.

This role requires an individual who is extremely positive, motivated, enthusiastic, results-driven, pays great attention to detail, is coachable and wants a career in drug development software sales. As a BDR for P21 | Certara it will be critical for you to conduct business dealings with prospects in a way that creates a superior customer/prospect experience that will set the stage for a future sale of the Certara software solutions. The ideal candidate for this position will possess a strong sales aptitude, a willingness to perform sales campaigns, and the flexibility to work an alternative schedule to meet the needs of our customers.

  • Meet/exceed Sales Assigned and Sales Qualified Lead goals on a weekly and monthly basis
  • Meet/exceed Key Performance Indicator (KPI) metrics on daily/weekly prospecting activities (100 blended activities daily 50 calls / 50 emails)
  • Document all activities (phone and email outreach)
  • Qualify prospects to the correct agreed upon criteria with the sales organization
  • Host Hand-off calls with prospects and the sales team
  • Develop and maintain superior relationships with prospects and customers
  • Build a strong pipeline to support assigned software quotas to account executives
  • Gather market intelligence and relay to management in order to improve offerings and communication for various market needs


What we’re looking for 


  • Bachelor’s degree in business or within a science related discipline desirable
  • 1-2 years as a lead generation representative, preferably within the pharmaceutical and enterprise B2B SaaS industry
  • Attention to detail for capturing all prospect interaction notes into Salesforce
  • Experienced in the MS Office suite (Excel/Word/PPT)
  • Excellent verbal and written communication skills
  • Strong organizational skills with the ability to multi-task and set priorities
  • Ability to work in a high energy team environment
  • Must be capable of communicating value propositions for software and services to effectively identify opportunities
  • Ability to support bookings pipeline forecasts for account executives
  • Must be able to multitask and have strong organizational skills
  • Self-motivated professional with an ability to work with minimal supervision within a team environment


  • High degree of professionalism: Lives the values of transparency, authenticity, collaboration, respect and accountability
  • Has a “Growth Mindset”
  • Is a “Continuous Learner”

A bit about us  

As clinical trial data are collected and prepared for submission to a health authority, our platform ensures they comply with data standards and are ready for regulatory review. It's used by the FDA, Japan’s PMDA, and global biopharmaceutical sponsors and clinical research organizations to validate clinical trial data. We empower the life sciences industry to ensure clinical data quality or “fitness,” enabling fast and smooth marketing approvals. In fact, it's our platform that drives the FDA’s 21st Century Review Initiative.  

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