• Generate new business opportunities through inbound and outbound prospecting, including email, phone, social channels, events, and campaigns. • Identify, research, and qualify prospective clients by understanding their needs, challenges, and readiness to engage with sales. • Create and execute outreach sequences, including personalized email campaigns and cold-calling to map and penetrate accounts. • Engage existing customers as needed to identify cross-sell or expansion opportunities across a defined segment or product (as applicable to the team). • Educate and nurture leads to progress them toward a qualified meeting or next step in the buyer journey. • Maintain accurate and up-to-date lead and activity data in CRM and sales engagement tools. • Collaborate with Account Executives to ensure smooth and effective handoff of qualified opportunities. • Partner with Sales, Marketing, and other teams to continuously refine lead-generation processes, messaging, and workflow improvements. • Achieve or exceed monthly and quarterly targets for qualified meetings, Sales Qualified Opportunities, and pipeline contribution. • Participate in ongoing training, coaching, and skill development.

• Make a minimum **60-80+ outbound calls** daily to candidates and decision-makers at top financial services firms • Qualify leads, schedule/run product demos and webinars, and book enrollments • Tailor messaging to various firm sizes, specialties, and training goals • Maintain accurate and detailed activity records in CRM (e.g., HubSpot/Salesforce) • Collaborate with senior sales team members and marketing to refine lead generation strategies • Stay informed about trends in financial advisor education and CFP® certification

• As a Sales Development Representative (SDR), you are the first human touchpoint for prospects evaluating STARLIMS. • Your primary focus is rapidly responding to inbound leads (target: under 5 minutes) via phone and email. • Discovering whether they have a real business need for LIMS, and booking high-quality meetings for our Account Executives. • This is a high-activity, high-learning role where you’ll be speaking with lab managers, quality leaders, IT stakeholders, and other technical buyers. • Your job is not to “hard sell” but to qualify, educate, and smoothly hand off interested prospects to the sales team. • Rapidly respond to leads via phone and e-mail and assist prospects during the early stages of the evaluation process. • Qualify inbound and source outbound leads by researching accounts, identifying key players, and generating interest. • Book meetings for our sales team, and ensure a smooth handover of prospects and customers. • Meet and exceed monthly quota to ensure pipeline objectives and submit pipeline commits on a weekly basis. • Understand the STARLIMS value proposition, our market and industry, and our buyer, using that to have better customer communications. • Resilience and Adaptability: need to pivot messaging quickly based on real-time market feedback and competitor shifts. • Capture and communicate customer requirements, both from technical and non-technical buyers. • Add and maintain accurate CRM records, including call notes, next steps, and customer communications so sales reps are ready for the next meeting. • Provide feedback to sales and marketing leadership, inducing customer priorities, pain points, and needs. • Leverage social media to connect with prospects and advance deal cycles.

• Conduct targeted outbound prospecting through email, LinkedIn, and calls to identify potential clients in the IT and SaaS sectors. • Qualify inbound leads through discovery calls and assess potential fit based on client needs and goals. • Maintain accurate records of activities, leads, and pipeline progress using CRM tools (e.g., HubSpot, Salesforce, Pipedrive). • Collaborate with marketing and sales teams to refine outreach messaging and improve lead conversion rates. • Set up meetings and demos for Account Executives with qualified prospects. • Consistently meet and exceed weekly/monthly KPIs related to outreach, qualified opportunities, and conversions.