Business Development Representative, Outbound

About Kivo: a venture-backed, AI-enabled SaaS company with a seasoned, multi-exit leadership team. Collectively, we have over 200 years of experience across life sciences and cutting-edge software products.

About Us

• Our current win rate for sales qualified opportunities is >40% — if you bring it in, you can trust your deals to be worked expertly.
• Our expansion rate for existing customers is >40% — our customers love us long after they close.
• We have a 4.9 star rating on G2 — our reputation is stellar and our market visibility is solid & climbing.
• We’ve hit 7 record quarters in a row — highest ARR, number of new logos, you name it. You’re here to help continue that trend.
• We closed new funding in Dec 2025 — we have the runway to expand our team.

Responsibilities

• Identify targets, qualify leads and book meetings for account executives, orchestrating seamless handoffs.
• Promptly chase good-fit prospects via email and LinkedIn, using account research to personalize messaging.
• Work hand-in-hand with revenue operations to give feedback on account scoring, messaging, ICPs, and automated workflows.
• Gain a deep understanding of the drug & device development industry and Kivo’s key personas (Regulatory, Clinical, and Quality) to identify problems and use cases that Kivo can solve.
• Proactively suggest improvements to our signals, tools, workflows, or plays to improve outreach efficiencies.

What You Will NOT Do

• “Spray and pray” automated outreach. This is a niche industry that requires depth, credibility, and thoughtful personalization. High-volume automation doesn’t fly here.
• Log daily activities. You’ll have targets for # of accounts contacted, # of meetings set, and downstream SQLs. How you get there is up to you.
• Cold call from sun-up til sun-down. Calling is optional. Meetings are not.

Requirements

• 1-2 years of sales, SDR/BDR experience in a SaaS, life sciences, or compliance environment.
• Excellent written and verbal communication skills. If you rely on an LLM to do your writing, we’re going to notice…as will our prospects.
• Highly detail-oriented working style. A lead falling through the cracks? Not on your watch.
• Interest in modern sales and GTM tools — and an opinion on how you like to get the job done.
• Experience playing around with AI (drafting an email doesn’t count!).
• Existing knowledge of the drug development landscape OR a voracious desire to learn a highly regulated space.
• A friendly, supportive attitude that comes across in your communication. We are not a “hard-sell” culture. We prefer to give our prospects and customers genuinely helpful information and trust that they will come to us when the time is right.

Benefits

• Direct access to senior leadership (VP and C-suite).
• Collaborative, flat hierarchy where your ideas are taken seriously, tested, and executed where possible.
• Unlimited PTO — that we actually expect you to use!
• Remote work environment (or hybrid if you are in the Portland area).
• Real work-life balance. We believe people do their best work when they are rested, supported, and have time for things they love outside the office.
• Comprehensive benefits, competitive salary, health, dental and vision insurance, 401K match.