Business Development Representative - India

About the role

Generate qualified leads, identify decision-makers and build pipeline for our Account Executives across enterprise healthcare and regulated industries in India. Indian hospital chains, diagnostic networks, pharmaceutical companies and insurers still run consent and authorisation on paper forms, scanned PDFs and uncontrolled templates. Your job is to find the organisations feeling that pain, reach the people accountable for it, and open the conversation. It suits 2 to 5 years in inside sales or business development, including at least 1 year in healthcare SaaS.

What you will do

• Lead generation: contact potential customers through outbound calls, email and LinkedIn across target accounts in India.
• Prospecting and qualification: engage decision-makers across Compliance, IT, Medical Records, Operations and Legal, and qualify on consent volume, audit exposure and current process.
• Account research: build target account lists across hospital chains, diagnostic networks, pharmaceutical companies, clinical research organisations and insurers.
• Pipeline management: keep lead, contact and activity data accurate in HubSpot and the pipeline clean and current.
• Collaboration: work with Marketing to follow up on inbound, webinar and event leads, and feed back on message and campaign performance.
• Targets: consistently meet or exceed monthly and quarterly targets for qualified meetings and pipeline created.
• Handover quality: brief Account Executives with clean context on pain, stakeholders, timelines and next steps before every handover.
• Market research: track healthcare industry trends, regulatory developments and competitor activity in the India market.

What we are looking for

• 2 to 5 years of inside sales, SDR or business development experience in B2B SaaS selling into Indian enterprises.
• At least 1 year of that selling healthcare SaaS, with working familiarity of how hospitals, diagnostic chains and pharmaceutical companies buy software.
• Proven ability to generate and qualify leads through cold outreach in a B2B setting.
• Strong verbal and written communication in English; fluency in Hindi or another regional language is an advantage.
• Hands-on experience with a CRM such as HubSpot, plus prospecting tools such as LinkedIn Sales Navigator or Apollo.
• Comfortable with high-volume calling and disciplined follow-up cadences.
• Understanding of Indian enterprise buying and procurement cycles.
• Self-motivated, target-oriented and comfortable in a fast-paced sales environment.
• Pitching, probing, objection handling and rapport building.
• Strong analytical skill and professional business conversational etiquette.
• Account mapping and social selling ability.
• A bachelor's degree in any discipline.

Nice to have

• Prior experience selling into healthcare, pharmaceutical or insurance accounts in India.
• Exposure to compliance-led or document workflow software.
• Experience working alongside a field or enterprise sales team.
• A public speaking or debate background.

Why join Certinal

• Ground floor of a market: build pipeline in a category most Indian enterprises are only now digitising.
• Clear path forward: defined progression from BDR into Account Executive or Senior BDR based on performance.
• Real coaching: direct access to senior sales leadership, with structured call and email feedback.
• Enterprise deals: large, multi-stakeholder accounts rather than transactional volume.
• Learning and development: a professional development budget and access to industry events.