• Conduct outreach via cold calls, cold emails, and LinkedIn prospecting • Research and identify potential leads through networking and market analysis • Qualify leads and set appointments for the sales team • Prospect mid-market and enterprise accounts to generate high-value opportunities • Maintain high activity levels to meet or exceed targets consistently • Build and nurture relationships with potential clients • Collaborate with the sales team to refine outreach strategies • Track and report sales activities and pipeline progress timely • Stay informed on industry trends and identify new business opportunities • Represent the company at networking events and conferences • Continuously improve sales techniques and strategies

• Hire, onboard, and develop a high-performing team of SDRs, fostering a culture of accountability, continuous learning, and high engagement. • Set clear goals and performance expectations aligned to pipeline generation, conversion metrics, and meeting targets. • Build and implement scalable outbound and/or inbound sales development playbooks, cadences, processes, and best practices. • Monitor team performance and pipeline health; analyze data to identify trends, challenges, and opportunities for improvement. • Partner closely with sales, marketing, and operations teams to align messaging, ensure smooth lead handoff, and optimize funnel conversion. • Drive consistent execution of prospecting activities, ensuring adherence to quality standards and effective communication with potential customers. • Provide ongoing coaching, feedback, and skill development through regular 1:1s, role plays, call reviews, and team training sessions. • Identify process improvements to increase SDR efficiency, productivity, and operational scalability. • Motivate the team through recognition, incentives, and transparent communication of expectations and results. • Maintain accurate reporting of SDR activity, pipeline creation, and team performance in CRM and engagement tools. • Support career path development and succession planning for SDRs.

Work Schedule Standard (Mon-Fri) Environmental Conditions Office Job Description As part of the Thermo Fisher Scientific team, you’ll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world’s toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer. Job Description Summarized Purpose: Drives pipeline for the company by working collaboratively with field representatives, internal leadership teams and prospective clients to generate new meetings and opportunities for an assigned territory. This role will support our CDSD Biotech team. Essential Functions and Other Job Information: - Delivers measurable contributions to the department by engaging new clients or contacts, securing client meetings and new opportunities (RFPs). - Drives RFP pipeline and hit rates through lead generation, pipeline development, and territory management. - Tracks and maintain all activity in the customer relationship management (CRM) database. - Supports marketing initiatives including conferences by scheduling meetings and managing follow up items. - Current or previous sales experience in a CRO is required - Experience with Salesforce is preferred. Qualifications: Education and Experience: Bachelor's degree or equivalent and relevant formal academic / vocational qualification. Previous experience that provides the knowledge, skills, and abilities to perform the job (comparable to 2 yrs) In some cases an equivalency, consisting of a combination of appropriate education, training and/or directly related experience, will be considered sufficient for an individual to meet the requirements of the role. Knowledge, Skills and Abilities: - Strong ability to develop a territory management strategy, identify and develop sales leads within the territory, professionally present capabilities, and collaborate with others to hand-off the relationship internally - Ability to coordinate information from and follow-up with diverse sources in order to develop relationships with internal and external clients - Strong written and verbal communication skills to ensure professional interactions with internal and external clients - Ability to collaborate and integrate with various internal departments - Thorough knowledge and understanding of the industry, the company, and functional areas in order to strategically generate leads - Adept at sales automation systems and the Microsoft Office suite - Excellent organization and time management skills in prioritizing daily activities and responsibilities with focus on target - Ability to multitask in a fast paced environment - Excellent problem solving skills - Ability to work collaboratively within a matrixed team environment

• Perform personalized account and contact research to identify relevant, high-value prospects • Craft strategic and compelling outbound messaging across email, phone, and LinkedIn outreach • Partner with Account Executives to build qualified pipeline and move opportunities through early funnel stages • Continuously test outreach messaging, templates, and sequences to improve conversion rates • Share best practices with team members and contribute to our culture of experimentation and growth