Sales Development Representative

Ellab is an industry provider of validation equipment, monitoring solutions, rentals, calibration, software, and validation services. The Sales Development Representative serves as an initial customer contact, identifies and qualifies opportunities, manages sales activities, develops customer relationships, and maintains pipeline and forecast information for the Southeast territory.

Responsibilities:

• 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
• 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
• 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)
• 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
• 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
• 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
• 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
• Travel required 30%
• 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
• Salesforce or comparable CRM experience preferred