Sales Development Representative, Data

POSITION TITLE: Sales Development Representative, Data

REPORTING LOCATION: Remote, US

REPORTS TO: Associate Director, Commercial Campaigns and Sales Enablement

PRIMARY OBJECTIVE: The Sales Development Representative, Data opens conversations with computational and translational scientists to build pipeline for Champions' data products. Partnering with Data Business Development, Product Development and regional Business Development, this position identifies the questions clients need answered across their development roadmap and bring data-derived insights that strengthen client decisions.

DUTIES AND RESPONSIBILITIES:

• Defines and maintains the ideal customer profile and account tiers with Data Business Development and Marketing.
• Builds target lists of pharma, biotech, and AI-first drug discovery companies, prioritizing lookalikes of existing data customers and accounts with relevant pipeline activity.
• Identifies the right contacts, including computational biologists, bioinformaticians, data scientists, and translational leads, using publications, conference abstracts, professional networks, and sales intelligence tools.
• Engages three buyer groups: pharma and biotech R&D teams de-risking programs; computational and bioinformatics teams seeking clinically annotated, in vivo-linked omics data; and AI-first drug discovery companies seeking training and validation data with patient context.
• Runs personalized, multi-channel outreach (email, LinkedIn, and events) that ties a prospect’s programs or published work to a relevant data offering.
• Prepares account-specific data snapshots, short-tailored analyses of Champions data relevant to a target account’s programs or indications, and uses them to spark interest and open conversations.
• Responds to inbound interest from the website, campaigns, webinars, and partner data-exchange listings.
• Qualifies conversations on scientific questions, buyer type, data needs (data product, custom project, or partnership; standalone or alongside a preclinical study), timing, and budget, and books discovery calls for the Data team.
• Coordinates with regional Business Development before engaging active accounts, so data outreach supports existing relationships rather than competing with them.
• Maintains accurate CRM records, logs activity, and reports on pipeline generated.
• Reports market feedback, including which buyer personas respond, which offerings resonate, and where exclusivity, pricing, or access questions arise, so positioning keeps improving.
• Helps build the data prospecting playbook by testing messaging, documenting what works, and shaping AI-assisted prospecting workflows.
• Meets activity and qualified-opportunity targets set with management, including ramp milestones over the first six months.
• Occasionally represents Champions at scientific conferences and events; limited travel.
• Works independently and performs other related duties as assigned.