• 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.

• Create a quality pipeline of potential upmarket partner acquisitions using HubSpot’s own CRM & AI prospecting tools to identify, recruit, and develop prospective high value partners for the HubSpot Solution Partner Program. • Dissect a partner's business goals, identify any business pain associated with not joining the program and help them develop a better plan for achieving growth (with the use of Crossbeam) • Become an expert at presenting how the loop marketing methodology and HubSpot's software (with a focus on AI) can help a partner improve the fundamentals of their business • Collaborate closely with internal stakeholders to support on the acquisition process including the Head of Acquisition & Growth, Regional sales leads and the DACH partner leaders • Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

• Act as an SDR (Sales Development Representative) focusing on qualifying inbound leads, actively prospecting new outbound leads, and managing relationships with strategic partners. • Responsible for supporting the commercial team’s sales pipeline, following up on opportunities, keeping the CRM up to date, generating regular reports, and reporting directly to the director on performance, lead volume, and qualified opportunities.