Overview
You're prospecting into pharma, biotech, and medical device companies to find quality and compliance leaders who are tired of manual processes or outdated quality management systems. You book demos for AEs by explaining how Dot's AI-powered eQMS works natively in Salesforce. You're selling into a regulated industry where buying cycles are long and decision committees are large.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | Outbound BDR |
| Sales Motion | Outbound-heavy with some inbound from content/events |
| Deal Complexity | Enterprise - regulated industry, committee decisions |
| Sales Cycle | N/A (you book meetings, not close deals) |
| Deal Size | N/A (AE handles) - likely $100K+ given enterprise focus |
| Quota (est.) | 12-20 qualified meetings per month |
Company Context
Stage: Private (exact funding unknown - appears Series A/B based on 215 employees)
Size: 215 employees
Growth: Actively hiring BDRs in North America, positioning as "industry first" AI-powered eQMS
Market Position: Category creator - first AI-powered eQMS specifically for life sciences, Salesforce-native differentiation
GTM Reality
Pipeline Sources:
- 70% Outbound - cold calling quality directors, compliance VPs, regulatory affairs leaders at pharma/biotech/medtech companies
- 20% Inbound - leads from content marketing, webinars, trade shows (limited volume given niche market)
- 10% Referrals - existing customer referrals in tight-knit quality community
SDR/AE Structure: Dedicated BDR team books meetings for AEs who run full sales cycle
SE Support: Likely have solution consultants for technical demos given product complexity
Competitive Landscape
Main Competitors: Legacy eQMS vendors (Veeva Vault Quality, MasterControl, TrackWise), custom-built internal systems, manual processes in Excel/SharePoint
How They Differentiate: AI-powered decision guidance + Salesforce-native (many life sciences orgs already use Salesforce for CRM)
Common Objections: "We already have a system," "Too risky to change quality systems," "Need to validate with IT/security," "Budget locked for this year"
Win Themes: Faster quality issue resolution, proactive vs reactive compliance, data-driven decisions, leverage existing Salesforce investment
What You'll Actually Do
Time Breakdown
Prospecting (60%) | Follow-up/Nurture (25%) | Internal/Admin (15%)
Key Activities
- Cold Calling: 50-70 dials per day to quality directors, compliance VPs, regulatory affairs leaders. Most calls go to voicemail. You're trying to get past executive assistants and explain why someone would switch their quality system without sounding like every other software vendor.
- Email Sequences: Writing personalized emails referencing FDA warnings, recent audit findings, or compliance challenges specific to their company/industry segment. Response rates are low (2-4%) because these inboxes are flooded.
- Meeting Qualification: When you do get someone on the phone, you're asking about their current quality processes, pain points with manual workflows or legacy systems, upcoming compliance initiatives. You need to determine if they have budget authority or can influence the buying committee.
- CRM Hygiene: Logging every call, email, and conversation in Salesforce (ironic since you're selling Salesforce tools). Updating lead status, next steps, and meeting notes so AEs have context when they take over.
The Honest Reality
What's Hard
- Life sciences companies move slowly - even interested prospects take 2-3 months to schedule a first meeting because they need to loop in IT, security, regulatory, and other stakeholders
- You're often calling into companies that already have an eQMS system they've spent years implementing and validating, so the switching cost conversation is brutal
- Gatekeepers are tough - quality directors are buried in compliance work and don't take many cold calls
- You'll hear "send me information" a lot, which usually means they're not interested but too polite to say no
- The AI pitch sounds great but you need to explain it without overpromising - these are regulated industries where people get fired for compliance failures
What Success Looks Like
- Booking 15+ qualified meetings per month that AEs actually want to take (not just anyone who'll take a call)
- Getting meetings with director-level or above at companies with 500+ employees
- Generating pipeline that converts - AEs close deals from your meetings within 6-9 months
Who You're Selling To
Primary Buyers:
- VP/Director of Quality Assurance at pharma/biotech companies
- Head of Regulatory Affairs at medical device manufacturers
- Chief Compliance Officer at mid-to-large life sciences orgs
What They Care About:
- FDA audit readiness and reducing compliance risk
- Faster CAPA (Corrective and Preventive Action) resolution
- Getting rid of manual quality processes that slow down product releases
- System validation and security in regulated environments
- Integration with existing tech stack (especially if they use Salesforce)
Requirements
- 0-2 years in SaaS BDR/SDR role (or willing to train right candidate)
- Comfortable making 50+ cold calls per day and hearing "no" constantly
- Able to learn regulated industry language (CAPA, deviation, audit trail, 21 CFR Part 11)
- Strong writing skills for personalized outreach to senior executives
- Coachable and metrics-driven - you'll be measured on dials, connects, meetings booked, and meeting quality
- Bonus: background in life sciences, quality, or regulatory (but not required)