Team8

Role Description Briya Health is seeking a highly motivated Business Development Representative (BDR) to drive pipeline growth primarily across pharmaceutical and biotech organizations, with a focus on teams supporting Phase III and IV clinical trials, post-market research, and real-world evidence initiatives. This role will also interface with academic medical centers and health systems as key data partners, but the primary focus is engaging life sciences stakeholders responsible for clinical development, HEOR, and data strategy. The ideal candidate is comfortable operating in complex, data-driven environments and can engage stakeholders across clinical, research, and commercial functions. Key Responsibilities - Identify and engage target accounts across pharmaceutical and biotech companies, with emphasis on Phase III & IV clinical programs, HEOR, and RWE teams. - Prospect into key buyer personas including clinical development, medical affairs, HEOR, real-world evidence, and data strategy leaders. - Support engagement with academic medical centers and health systems as critical data sources and research partners. - Develop and deliver compelling customer narratives that map Briya’s capabilities to specific clinical and research challenges (e.g., trial feasibility delays, fragmented patient journeys, slow hypothesis testing). - Use industry-specific use cases to anchor outbound engagement (e.g., accelerating cohort design, improving patient recruitment, enabling post-market insights). - Execute targeted outbound strategies (calls, email, LinkedIn, conferences, and industry events) tailored to life sciences audiences. - Work with marketing to fully understand the schedule of conferences Briya is participating at and leverage these events as key events for targeted outreach. - Articulate Briya Health’s value in enabling scalable access to real-world data (RWD) for clinical development, regulatory, and commercialization use cases. - Qualify opportunities by understanding pharma-specific use cases such as trial feasibility, patient recruitment, post-market surveillance, and outcomes research. - Map complex accounts and navigate multi-stakeholder environments across both life sciences and provider organizations. - Partner with Account Executives to build account strategies and progress opportunities through early-stage pipeline. - Maintain accurate pipeline tracking and activity reporting in CRM (HubSpot) system. - Meet or exceed defined MBOs, including pipeline generation and qualified meeting targets. Qualifications - 2–5 years of experience in a BDR/SDR or business development role within life sciences, healthcare IT, or clinical research organizations (CROs). - Strong understanding of the pharmaceutical and biotech landscape, including clinical development phases (with emphasis on Phase III & IV). - Familiarity with real-world data (RWD) and its role in supporting clinical trials and evidence generation. - Experience engaging stakeholders within pharma/biotech organizations or CROs. - Working knowledge of EMR/EHR systems and how clinical data is generated and leveraged for research. - Ability to lead with customer problems and communicate concise, outcome-driven narratives. - Comfort engaging in consultative, insight-led conversations vs. transactional outreach. - Proven success in outbound prospecting and pipeline generation in complex sales environments. - Excellent communication skills with the ability to translate technical/data concepts into business value. - Highly organized, self-motivated, and comfortable navigating ambiguity. Benefits - Opportunity to work at the forefront of real-world data and evidence generation in life sciences. - Collaborative, mission-driven culture focused on accelerating clinical research and improving patient outcomes. - Significant opportunity for career growth within a rapidly scaling organization.

• Own a portfolio of enterprise accounts from onboarding through renewal • Build relationships with CISOs, security leaders, and operational teams • Serve as the primary post-sale point of contact • Lead onboarding in partnership with Sales Engineering • Drive fast time to value aligned to customer priorities • Ensure smooth transition from POV to production • Build and execute success plans tied to business outcomes • Drive product adoption across security and engineering teams • Track and communicate ROI including reduction in remediation backlog and improved SLAs • Own renewals and forecast retention • Identify and drive expansion opportunities across assets and modules • Partner with Sales on upsell and cross-sell motions • Develop executive sponsors and customer champions • Drive references, case studies, and advocacy • Capture product feedback and influence roadmap • Work closely with Sales, Product, and Engineering • Manage escalations and ensure high customer satisfaction • Bring structured customer insight into GTM and product strategy

Role Description We are hiring a Customer Success Manager to own the full post-sale lifecycle across a portfolio of enterprise customers. This role is responsible for onboarding, driving adoption, ensuring measurable outcomes, and owning renewals and expansion. You will work directly with CISOs and security teams to ensure Astelia becomes a critical part of their vulnerability management strategy. Key Responsibilities - Customer Ownership - Own a portfolio of enterprise accounts from onboarding through renewal - Build relationships with CISOs, security leaders, and operational teams - Serve as the primary post-sale point of contact - Onboarding and Time to Value - Lead onboarding in partnership with Sales Engineering - Drive fast time to value aligned to customer priorities - Ensure smooth transition from POV to production - Adoption and Value Realization - Build and execute success plans tied to business outcomes - Drive product adoption across security and engineering teams - Track and communicate ROI including reduction in remediation backlog and improved SLAs - Renewals and Expansion - Own renewals and forecast retention - Identify and drive expansion opportunities across assets and modules - Partner with Sales on upsell and cross-sell motions - Customer Advocacy - Develop executive sponsors and customer champions - Drive references, case studies, and advocacy - Capture product feedback and influence roadmap - Cross-Functional Collaboration - Work closely with Sales, Product, and Engineering - Manage escalations and ensure high customer satisfaction - Bring structured customer insight into GTM and product strategy Qualifications - 5+ years in Customer Success, Account Management, or related SaaS role - Experience working with enterprise customers - Cybersecurity experience strongly preferred - Track record of driving retention and expansion - Ability to manage complex stakeholders and environments - Strong executive communication skills What Success Looks Like - High retention and expansion across accounts - Customers achieve measurable risk reduction and operational efficiency - Strong executive relationships and customer advocacy - Consistent and fast onboarding to production

• Design, implement, and optimize end to end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenue • Align Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflows • Support enterprise sales motions including POV and POC driven deal cycles • Own and manage the GTM tech stack including HubSpot, Gong, and Swan • Ensure data accuracy, system integrity, and proper integration across tools • Build and maintain dashboards and reporting that leadership can rely on • Monitor pipeline health, coverage, and conversion rates • Support and improve forecasting accuracy using structured methodologies such as MEDDPICC • Identify bottlenecks and implement process improvements to increase velocity and win rates • Define and manage MQL to SQL to Opportunity processes • Optimize lead routing, scoring, and speed to lead • Track and improve SDR performance and pipeline generation • Implement partner pipeline tracking and attribution • Support co sell motions and partner sourced revenue reporting • Provide visibility into sourced versus influenced pipeline • Implement automation and AI driven workflows across the GTM funnel • Improve efficiency in lead management, deal inspection, and forecasting • Reduce manual processes through system driven execution

Role Description Astelia is seeking a Revenue Operations Manager to build and scale our global go to market operating system. This is a hands-on individual contributor role with responsibility across Sales, Marketing, SDR, and Channel and Alliances. The ideal candidate is a builder with strong systems, analytics, and process design experience who can operate independently and drive measurable impact on pipeline, forecasting, and revenue performance. This role is designed to progress into Head of Revenue Operations based on performance and business impact. Key Responsibilities - GTM Operations: - Design, implement, and optimize end to end revenue processes across the funnel from lead to opportunity to close to expansion and partner revenue. - Align Sales, Marketing, SDR, and Channel teams around shared definitions, KPIs, and workflows. - Support enterprise sales motions including POV and POC driven deal cycles. - Systems and Tools: - Own and manage the GTM tech stack including HubSpot, Gong, and Swan. - Ensure data accuracy, system integrity, and proper integration across tools. - Build and maintain dashboards and reporting that leadership can rely on. - Pipeline Management and Forecasting: - Monitor pipeline health, coverage, and conversion rates. - Support and improve forecasting accuracy using structured methodologies such as MEDDPICC. - Identify bottlenecks and implement process improvements to increase velocity and win rates. - Marketing and SDR Operations: - Define and manage MQL to SQL to Opportunity processes. - Optimize lead routing, scoring, and speed to lead. - Track and improve SDR performance and pipeline generation. - Channel and Alliances Operations: - Implement partner pipeline tracking and attribution. - Support co-sell motions and partner sourced revenue reporting. - Provide visibility into sourced versus influenced pipeline. - AI and Automation: - Implement automation and AI driven workflows across the GTM funnel. - Improve efficiency in lead management, deal inspection, and forecasting. - Reduce manual processes through system driven execution. Qualifications - 3 to 7 years of experience in Revenue Operations or Sales Operations within B2B SaaS. - Hands-on experience with HubSpot is required. - Experience with Gong and or Swan is preferred. - Experience supporting Sales, Marketing, and SDR functions with Channel or Alliances experience as a plus. - Strong analytical and problem-solving skills with experience in funnel metrics and reporting. - Familiarity with enterprise sales processes such as MEDDPICC and POV or POC cycles. - Experience in cybersecurity or a related technical industry is preferred. - Ability to operate in a fast-paced, early stage environment with minimal structure. - If based in Tel Aviv, ability to consistently support US business hours is required. Requirements - Establish reliable pipeline visibility and reporting within the first 90 days. - Improve conversion rates and pipeline efficiency within the first 6 months. - Deliver consistent and accurate forecasting. - Increase SDR and partner sourced pipeline contribution. - Implement scalable processes and automation across GTM. Career Progression This role is structured to evolve into a Head of Revenue Operations position. Advancement will be based on demonstrated ownership of the GTM operating model, measurable impact on revenue performance, and readiness to build and lead a RevOps team. Benefits - Opportunity to build the RevOps function from the ground up. - Direct impact on company growth and revenue outcomes. - Exposure to executive leadership and strategic decision making. - Clear path to leadership based on performance.

• Own a portfolio of enterprise accounts with full responsibility for revenue retention and expansion • Build and execute multi-year account plans aligned to customer objectives and company growth targets • Lead QBRs and executive engagements to align on customer business outcomes and value • Develop deep understanding of customer operations and identify AI-driven impact opportunities to streamline and transform their business • Advice your enterprise customers on AI initiatives, and business use-cases to use AI agents in their organization to achieve their business goals • Drive expansion, cross-sell and upsell opportunities within existing accounts, across different departments and stakeholders • Act as the primary point of contact and trusted advisor for your customers • Identify, shape, and close expansion opportunities across business units • Drive cross-sell and upsell with strong ROI positioning • Lead complex negotiations and deal execution • Build internal champions and multi-thread relationships • Own the full renewal cycle including forecasting and close • Identify churn risks early and drive mitigation plans • Communicate clear business value to secure renewals • Lead structured onboarding with cross-functional team to ensure fast time-to-value • Monitor adoption and proactively address gaps before they become risks • Partner with Solution Engineering, R&D and Product to support smooth implementation • Translate customer feedback into actionable product insights • Be the voice of customer internally to ensure customer-centric culture • Help build repeatable playbooks for onboarding, QBRs, and renewals

• Own and execute the US field marketing plan, with a focus on pipeline creation • Plan and run events end-to-end, including dinners, roundtables, conferences, and targeted programs • Partner closely with the GTM team on account targeting, territories, and priorities • Manage vendors and logistics while maintaining a high-quality experience • Drive pre-event outreach and post-event follow-ups to ensure programs convert into pipeline • Track performance and adjust based on what’s actually driving results

• Discover medical billing errors and fraudulent billing patterns of medical claims • Utilize Bluespine platform to develop and enhance new audit concepts using healthcare. • Lead concept creation across multiple audit verticals • Collaborate with R&D for testing • Work closely with Medical Coders, Data Sciences, and Engineering teams to ensure alignment and drive impactful results • Lead in-depth research of new ideas and concepts

About Astelia Astelia helps security teams dramatically reduce the volume of incidents generated by vulnerability management tools. We do this by building a deep, contextual understanding of our customer networks - turning noise into signal and enabling security teams to focus on what truly matters. We’re a well-funded, fast-moving startup with great people who care about impact, craftsmanship, and each other. About the Role We’re hiring a Field Marketing Manager to lead field marketing efforts across the US, with a focus on generating pipeline through high-impact programs. This role is hands-on and closely aligned with the GTM team. You’ll plan and execute initiatives that help create opportunities and support deal progression. What you’ll be doing - Own and execute the US field marketing plan, with a focus on pipeline creation - Plan and run events end-to-end, including dinners, roundtables, conferences, and targeted programs - Partner closely with the GTM team on account targeting, territories, and priorities - Manage vendors and logistics while maintaining a high-quality experience - Drive pre-event outreach and post-event follow-ups to ensure programs convert into pipeline - Track performance and adjust based on what’s actually driving results Requirements - 5+ years in field marketing roles - Hands-on experience in cybersecurity; early-startup experience is preferred - Proven understanding of how to turn events into pipeline, not just leads - Comfortable working closely with sales and being accountable for outcomes - Familiarity with HubSpot and marketing automation tools - Willingness to travel as needed for events and field programs

The company helps independent pharmacies reclaim time, protect margins, and refocus their teams on the work that drives patient care and business growth. Founded and led by a serial entrepreneur with a proven track record in the company’s domain, the company leverages intelligent, workflow-driven AI automation to eliminate the manual, repetitive tasks that consume valuable pharmacy staff time. By reducing data entry errors and easing staffing pressure, our solutions create measurable efficiency gains across pharmacy operations. Every company deployment is customized to each pharmacy's actual operations—ensuring automation fits seamlessly into existing workflows rather than forcing teams to change how they deliver care. The result: leaner operations, stronger margins, and pharmacy teams freed from routine administrative work so they can focus on higher-value activities that improve patient outcomes, expand services, and generate new revenue opportunities. As we grow, we are building a world-class delivery organization to ensure our customers quickly realize value and that our product continuously evolves based on real-world needs. Role Overview We are looking for a multi‑disciplinary Delivery leader to lead the end‑to‑end product delivery lifecycle. The ideal candidate combines strong technical and analytical skills with project/program management expertise and a proven track record of improving and scaling processes. You will leverage the company’s technology, data, and tools to drive productivity, standardize delivery, and push product enhancements based on what you see in the field. This is a high‑impact, hands‑on leadership role and a unique opportunity to help build and shape the delivery function within a rapidly growing startup. The role requires approximately 30–50% travel. Responsibilities - Lead the full delivery lifecycle for enterprise customers, from kickoff through implementation, go‑live, and ongoing optimization. - Manage and mentor a cross‑functional team (engineers/analysts/ product operations) to deliver high‑quality, on‑time implementations. - Own project planning and execution across multiple concurrent workstreams, including scope, timelines, resources, and budgets. - Implement and enforce Agile/Scrum ways of working, including backlog management, sprint planning, standups, and retrospectives. - Use Jira and other tools to create visibility, track progress, and manage dependencies and risks. - Drive risk management and issue resolution, proactively identifying blockers and aligning stakeholders on mitigation plans. - Partner closely with Product, Engineering, Data/Analytics, and Customer Success to ensure smooth handoffs and alignment on priorities. - Translate customer needs and field insights into clear product requirements and influence the roadmap. - Define, track, and continuously improve delivery KPIs (e.g., time‑to‑value, quality, customer satisfaction, utilization). - Build and refine processes, playbooks, and templates to enable scalable, repeatable delivery across customers. - Communicate status, risks, and outcomes effectively to internal and external stakeholders, including executives on both sides. Requirements - 6+ years leading delivery for B2B SaaS, AI automation, or RPA products in startup environments where processes didn't exist yet and you built them. - 4+ years managing and developing high-performing delivery teams across engineering, analytics, and implementation functions. - A clear mental model for AI/ML in production: you know what non-deterministic outputs mean for delivery standards, how to define acceptance criteria when models are involved, and how to manage quality when "done" is harder to measure. - Strong enough in SQL and data tooling to independently diagnose delivery problems, validate automation performance, and hold technical teams accountable without relying on analysts. - A track record of owning complex system integrations end-to-end: APIs, ETL pipelines, multi-system data flows, as a standard part of enterprise implementation work. - Agile/Scrum practitioner who runs lean, high-cadence delivery rhythms and keeps Jira as a real source of truth, not a backlog graveyard. - The ability to translate technical complexity into clear business language for customer executives and internal leadership alike. Nice to Have - Executive‑level communication skills and the ability to translate analytics and technical concepts into actionable business decisions. - Experience in executive‑facing delivery roles within Pharma/healthcare or related regulated industries. - Familiarity with claims, payment integrity, or healthcare analytics. - Deep, practical fluency in RPA and workflow automation platforms (UiPath, Power Automate, or equivalent). You've personally designed automation logic, defined exception handling, and signed off on production readiness. What We Offer A high‑impact role shaping the company's delivery discipline and client outcomes. A fast‑paced, high‑ownership environment with real autonomy and direct visibility to the executive team. Remote‑ with flexibility and support to do your best work. If you’re excited about building and scaling delivery in a data‑driven, mission‑driven startup, we’d love to hear from youץ