Sales Development Representative

Reports to: Director, Sales Operations

About the Job

We are seeking a high-impact Sales Development Representative (SDR) to support and accelerate pipeline growth across its commercial footprint. This is a hybrid inside sales role responsible for lead generation, inbound opportunity management, and ongoing account support for a defined territory of existing and target accounts.

The SDR serves as a critical feeder role within the sales organization, working closely with Regional Business Managers (RBMs) to qualify, mature, and advance opportunities through the sales pipeline. In addition, this role acts as a frontline commercial resource for inbound inquiries, re-orders, and renewal-related requests from existing customers.

Beyond Air will operate a three-SDR pod model, collectively supporting approximately 1,200 accounts, with each SDR owning responsibility for approximately 400 assigned accounts, balancing both new opportunity creation and ongoing account management support.

In This Role, You'll Be Responsible For:

Lead Generation & Pipeline Development

• Proactively generate qualified sales opportunities through outbound prospecting, research, and targeted outreach within an assigned territory of approximately 400 accounts.
• Identify and engage key personas and clinical stakeholders aligned to Beyond Air’s product use cases.
• Qualify inbound and outbound leads using defined criteria prior to opportunity creation and advancement in Salesforce.
• Build early-stage pipeline and support BDMs by advancing opportunities to proposal-ready stages.

Sales Cycle Support & Opportunity Maturation

• Partner closely with assigned Business Development Managers to progress opportunities through the sales lifecycle.
• Drive follow-up activity, meeting coordination, documentation, and internal alignment to reduce sales cycle friction.
• Support proposal preparation, pricing coordination, and internal approvals as required.
• Ensure accurate opportunity staging, notes, and forecasting inputs within Salesforce.

Inbound Sales & Website Inquiry Management

• Serve as the primary responder for inbound website inquiries, information requests, and clinical product interest submissions.
• Qualify inbound requests and determine appropriate routing to RBM’s or manage directly when appropriate.
• Maintain response-time SLAs and deliver a professional, compliant customer experience.

Account Management Support (Re-Orders & Renewals)

• Act as a frontline account management support resource for existing customers within the assigned account book.
• Manage inbound re-order requests, product replenishment questions, and renewal-related inquiries.
• Resolve routine account needs independently and escalate complex commercial or clinical issues as appropriate.
• Support revenue retention by ensuring continuity of service and customer satisfaction.

Territory & Account Ownership

• Own and manage approximately 400 assigned accounts, balancing hunting for new opportunities with managing existing relationships.
• Execute account segmentation, outreach, and engagement strategies aligned with GTM priorities.
• Maintain accurate account, contact, and activity records within Salesforce.

Cross-Functional Collaboration & Systems Compliance

• Collaborate with Sales Operations, Marketing, and Customer Support to ensure smooth lead flow and customer handoffs.
• Adhere to documented SOPs, data governance standards, and compliance requirements consistent with a regulated medical device environment.
• Provide ongoing feedback to leadership regarding lead quality, campaign effectiveness, and process improvements.

Success Metrics will be based on

• Qualified pipeline generated per quarter
• Lead-to-opportunity conversion rates
• Inbound inquiry response time SLA adherence
• Opportunity advancement and maturation rates
• Renewal and re-order support effectiveness
• Salesforce data accuracy and activity compliance
• Business Development Manager satisfaction and field support effectiveness

Qualifications

Required

• Experience managing a high-volume account book in a B2B sales environment
• Strong prospecting, qualification, follow-up, and organizational skills
• Experience working in CRM systems; Salesforce experience strongly preferred
• Excellent written and verbal communication skills
• High attention to detail with a disciplined, process-oriented mindset

Preferred

• Experience in medical devices, healthcare, life sciences, or other regulated industries
• Familiarity with consultative or longer-cycle sales environments
• Prior experience supporting field-based or enterprise sales teams
• Comfort operating in a dual-role model supporting both new business development and existing accounts

EEO Statement:

Beyond Air is an equal opportunity employer and values diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.