Pipeline & Prospecting

• Research target accounts (new logos, sponsors, CROs) and map buying process. Run multi-touch outreach (email, LinkedIn, phone) to create sales-qualified meetings (SQMs).

• Qualify inbound leads; run discovery and schedule demos.

• Relationship Nurturing & Trust Building

  • Maintain consistent, value-led touchpoints with prospects and existing accounts. Share relevant case studies, thought leadership, and product updates.

  • Partner with Account Management on warm expansions and renewals. Document stakeholder maps and next steps in CRM.

  • Marketing Partnership (Full-Funnel)

    • Collaborate with Marketing on ABM lists, campaign messaging, and event plans. Provide field feedback on personas, objections, and content needs.

    • Execute post-campaign and post-event follow-ups with SLAs (e.g., <48 hours to first touch, sequenced multi-step nurtures).

    • Event & Brand Ambassador

      • Represent Endpoint at key industry conferences (e.g., SCOPE, DIA, OCT, USIRT); staff the booth, deliver product talking points, capture and qualify leads, and drive disciplined post-event conversion.

      • Product & Market Fluency

        • Build working knowledge of IRT/RTSM workflows (randomization schemes, drug accountability, sponsor/CRO interactions) and how we integrate with them with our products.

        • Track competitor positioning and industry trends. Translate insights into sharper talk tracks and outreach.

        • Operational Excellence

          • Maintain impeccable CRM hygiene (Salesforce): contacts, activities, stages, next steps, forecast notes.

          • Report weekly on funnel health (new leads, SQMs, meeting-to-opportunity conversion, pipeline created $).