• Identify and qualify new opportunities for the sales organization • Generate a pipeline quickly and effectively • Achieve a good discovery and qualification • Collaborate with the Sales team to develop inbound and outbound campaigns • Develop strong sales and product knowledge • Set qualified introductory meetings for the Sales team • Nurture early phase opportunities for future pipeline potential • Exceed monthly and quarterly opportunity quota • Build strong relationships with the marketing team and Account Executives

• Generate new opportunities through outbound calls and email campaigns • Meet daily performance metrics for sales outreach • Collaborate with Account Executives to drive deal flow

Function: Revenue/ Sales Development Location: Remote-First (US Based, East Coast) Type: Full-Time Reports To: VP of Sales US Player Coach Role: This is an individual contributor leadership role As we continue to evolve the SDR function, you will be in the field while helping to architect the systems and playbooks to scale the team. The ability to produce real pipeline results today, while building for tomorrow, is the defining requirement of this role. You’ll manage a small team to support the growth of this function. About the Role: vialytics is looking for an SDR/BDR Lead — someone who is both a builder and a doer. This is a strategic individual-contributor leadership role for someone who has strong experience testing and successfully deploying AI tools to optimize SDR work. In this role you’ll work with the team to design AI-assisted prospecting workflows, deploy intelligent agents in partnership with Revenue Operations, interpret buying signals, and deliver highly qualified, discovery-ready opportunities to both our direct sales force and our channel partner network. Critically, this role demands a player–coach mentality as this team is in a growth phase. You will be building the playbook while running the plays. Results cannot wait for systems to be perfect, and systems cannot be built without the insight that comes from doing the work. If you are looking for a team to manage with perfect processes in place on day one, this is not that role. If you thrive on proving the model while scaling it, read on. Our ideal candidate brings experience in govtech, public-sector SaaS, or adjacent regulated markets and has already operated somewhat in an SDR environment using AI tools. You understand which signals matter, how to build sequences that respect a municipality's buying cycle, and why a 'meeting booked' means nothing without foundational discovery already embedded. Why This Role Exists vialytics is scaling its go-to-market motion across U.S. municipalities and county governments. As we grow both a direct sales team and a channel partner ecosystem, we need someone who can help us optimize our pipeline engine in a way that is precise, repeatable, and AI-native. This role is the connective tissue between intelligence (signals, data, agents) and revenue (qualified opportunities handed off cleanly to Account Executives and partners). The person in this role must be comfortable spending some of their time generating real pipeline results while building/ optimizing the infrastructure. There is no hand-off moment where 'building' ends and 'executing' begins — both are constant, and the expectation is that results are visible throughout the growth phase, not deferred until the playbook is complete. Individual Contribution — Own the Number While Building the System • Prospect, outreach, and book qualified meetings yourself — every week — while simultaneously building the workflows, sequences, and agent stack that will eventually scale this motion in collaboration with the Revenue Operations Team. • Treat your own activity as the first proof point for every process you design: if it does not work for you as an IC, it will not scale to a team • Maintain personal pipeline metrics and report on IC-level results alongside system-level performance — both matter, always AI-Enabled Pipeline Generation • Design, deploy, and iterate on AI agents and automation workflows that prospect, personalize outreach, and surface buying intent signals across target municipal accounts • Partner closely with Revenue Operations to select, configure, and optimize SDR-facing AI tools (signal platforms, sequencing tools, conversational intelligence, LLM-based personalization) • Continuously monitor agent performance and tune prompts, triggers, and sequences based on conversion data — treating the tech stack as a live system, not a set-and-forget tool Signal Intelligence & Prioritization • Monitor and act on intent signals: budget cycles, RFP activity, leadership transitions, infrastructure grant announcements, and digital transformation initiatives at the city and county level • Build and maintain a signal-to-action playbook that connects external triggers to specific outreach strategies and messaging frameworks • Work with the data team to ensure CRM hygiene and account scoring models reflect real-world govtech buying behavior Qualified Meeting Creation — With Discovery Baked In • Produce not just 'meetings' but qualified pipeline events: introductory calls where basic discovery has already been embedded in the pre-meeting exchange and summarized for the receiving AE or partner • Develop multi-channel outreach sequences (email, phone, LinkedIn, community/association presence) tailored to public-sector personas (IT Directors, City Managers, Public Works, Procurement) • Ensure every handoff includes a structured briefing: account context, pain signals identified, stakeholder map, and next-step recommendation Revenue Operations Partnership • Serve as the primary SDR voice in RevOps sprint cycles — bringing field observations back into tooling decisions, workflow design, and reporting infrastructure • Contribute to the design of the handoff protocol between SDR-generated opportunities and the direct sales team or channel partner, ensuring a frictionless transition via CRM and deal management systems • Maintain real-time visibility dashboards for pipeline activity, outreach performance, and funnel conversion rates Channel Partner Alignment • Develop an SDR motion specifically designed to support channel partners — generating sourced leads, co-marketing touchpoints, and jointly qualified opportunities that flow cleanly into partner deal registration • Coordinate with the channel team to align on territory, personas, and messaging to avoid duplication and maximize partner-led pipeline What Success Looks Like In This Role: In your first 90 days: • You are personally generating pipeline — real opportunities, real outreach, real results — from week one • AI-assisted outreach workflows are live and producing initial pipeline data • Signal playbook drafted and validated with Revenue Operations • Handoff protocol agreed upon with Sales and Channel teams In your first 6 months: • Consistent generation of qualified, discovery-ready opportunities for both direct AEs and channel partners — as an IC • AI agent stack is measurably improving outreach efficiency (response rate, time-to-meeting, meeting-to-opportunity conversion) • Documented playbook exists and is ready to onboard the next hire • You have identified at least two process improvements that reduce pipeline latency At 12 months: • A repeatable, AI-native SDR engine is in place — scalable, documented, and proven by your own results • You are recognized internally as both the top individual contributor in pipeline creation and the subject-matter authority on AI-enabled sales development • The foundation is set to hire and coach the next SDR(s) into a system that already works QUALIFICATIONS Required • 3+ years of experience in a Sales Development, Business Development, or related outbound role • Proven track record as a high-performing IC — you have consistently hit or exceeded personal pipeline and meeting targets, not just managed others who did • Native-level fluency with AI in an SDR context: you have configured, deployed, and iterated on AI-powered prospecting and outreach tools — not just used them • Demonstrated experience working alongside or within Revenue Operations to build workflows, not just execute them • Strong understanding of the public-sector / govtech buying environment: long cycles, committee decisions, budget timelines, procurement constraints • Proficiency with modern GTM stack: CRM (Salesforce or HubSpot), sequencing platforms, signal/intent tools, and at least one AI agent or automation layer • Exceptional written and verbal communication — able to craft personalized, credible outreach to senior government officials • Comfort operating in an ambiguous, build-as-you-go environment where you are simultaneously the strategist, the executor, and the proof of concept Strongly Preferred • Direct govtech, municipal SaaS, or public-sector software sales experience • Experience supporting a channel partner ecosystem from an SDR or demand-generation perspective • Familiarity with infrastructure, public works, or asset management domains • Prior experience in a startup or early-stage scaleup environment where playbooks were built, not inherited — and where you were the one building them Compensation & Benefits - 75-85k base + variable component based on pipeline & qualified meeting targets - Full medical, vision, dental - $1500 Professional Development Budget - $35 monthly Wellness Budget - 18 PTO Days - 8 Sick Days - 12 Weeks of Parental Leave

Business Development Specialist Position Summary: We are seeking a motivated and driven individual to join our team as a Business Development Specialist. As a key member of our sales department, you will be responsible for hunting new clients and opportunities, managing early relationships, building trust with potential customers, and collaborating with colleagues to transfer and close deals. This is a remote, field-based role. The Role: - Proactively hunt for new clients and opportunities through various channels such as cold calling, networking, and attending industry events. - Build and maintain strong relationships with potential customers by providing exceptional customer service and showcasing the value of our products/services. - Collaborate with seasoned colleagues from the West Coast team to transfer opportunities seamlessly and ensure a smooth sales process. - Set up appointments with potential clients and work with the current BD team to present product/service offerings and address any queries or concerns. - Utilize CRM (Customer Relationship Management) system to track and manage customer interactions, update contact information, and monitor progress on leads and opportunities. - Provide regular follow-up reporting on sales activities, including pipeline updates, lead conversion rates, and sales forecasts. - Other duties as assigned. The Candidate: - Bachelor’s degree; scientific or business degree preferred. - Minimum of two years’ experience within sales, project management, supply chain, marketing, recruiting, or related function. - Pharma industry experience preferred. - Hunting mentality mandatory. - Ability and willingness to travel up to 50% of the time to meet with clients and attend industry events. - Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with potential clients. Pay: The annual pay range for this position in New Jersey is $76,000-$110,000 The final salary offered to a successful candidate may vary, and will be dependent on several factors that may include but are not limited to: the type and length of experience within the job, type and length of experience within the industry, skillset, education, business needs, etc. Catalent is a multi-state employer, and this salary range may not reflect positions that work in other states. Why you should join Catalent: - Join a high growth and fast paced organization with a people focused culture - Global exposure, defined career path and annual performance review and feedback process - Competitive Medical, Dental, Vision and 401K - 19 days PTO & 8 paid holidays Catalent offers rewarding opportunities to further your career! Join the global drug development and delivery leader and help us bring over 7,000 life-saving and life-enhancing products to patients around the world. Catalent is an exciting and growing international company where employees work directly with pharma, biopharma and consumer health companies of all sizes to advance new medicines from early development to clinical trials and to the market. Catalent produces more than 70 billion doses per year, and each one will be used by someone who is counting on us. Join us in making a difference. personal initiative. dynamic pace. meaningful work. Visit Catalent Careers to explore career opportunities. Catalent is an Equal Opportunity Employer, including disability and veterans. If you require reasonable accommodation for any part of the application or hiring process due to a disability, you may submit your request by sending an email, and confirming your request for an accommodation and include the job number, title and location to DisabilityAccommodations@catalent.com. This option is reserved for individuals who require accommodation due to a disability. Information received will be processed by a U.S. Catalent employee and then routed to a local recruiter who will provide assistance to ensure appropriate consideration in the application or hiring process. Notice to Agency and Search Firm Representatives: Catalent Pharma Solutions (Catalent) is not accepting unsolicited resumes from agencies and/or search firms for this job posting. Resumes submitted to any Catalent employee by a third party agency and/or search firm without a valid written & signed search agreement, will become the sole property of Catalent. No fee will be paid if a candidate is hired for this position as a result of an unsolicited agency or search firm referral. Thank you. Important Security Notice to U.S. Job Seekers: Catalent NEVER asks candidates to provide any type of payment, bank details, photocopies of identification, social security number or other highly sensitive personal information during the offer process, and we NEVER do so via email or social media. If you receive any such request, DO NOT respond— it is a fraudulent request. Please forward such requests to spam@catalent.com for us to investigate with local authorities. California Job Seekers can find our California Job Applicant Notice HERE.