• Lead and support the Sales Development team to goals, objectives and quota achievement • Collaborate with program marketers to support multi-touch, multi-channel ABM campaigns through account development reps • Report on individual, segment and team impact; maintain daily activity goals and weekly, monthly and quarterly reporting for various business stakeholders • Proactively work to create, measure and optimize cadences, messaging and outreach for team using A/B testing • Develop strong working relationships with sales and marketing teams to ensure a positive working relationship, solicit feedback and maximize effectiveness of SDRs • Create activity and impact dashboards to monitor team performance • Maintain SDR Playbook; enforce rules of engagement • Manage monthly commissions reporting • Partner with sales training to improve team prospecting skills, objection handling and product knowledge • Lead SDR monthly business reviews • Other duties as assigned

• Maintaining a robust pipeline of sales opportunities in a high-volume outbound calling and email environment • Lead IDEXX WebPACS, CardioPet and Telemedicine product sales pursuits within assigned territory, handling opportunity identification and customer nurture journey • Responsible for booking product demonstrations for the Veterinary Imaging Consultant and Diagnostic Imaging Specialist using a collaborative approach • Develops, implements, and maintains lead generation network with the IDEXX field sales ecosystem for the assigned territory • Consistently achieves quarterly & annual quotas • Is accountable for collaboration with Companion Animal Group(CAG) Commercial team to ensure customer’s overall satisfaction with IDEXX • Gathers feedback from customers to contribute to product development, sales and marketing strategy, and activities • Positively promotes and represents the IDEXX brand

• Own daily outbound prospecting across calls, email, and LinkedIn. • Research and prioritize accounts aligned to defined ICPs. • Run structured, repeatable outbound sequences. • Generate qualified meetings that convert into real pipeline. • Maintain accurate notes and follow-up in HubSpot. • Partner closely with AEs to refine targeting and approach. • Leverage sales tools effectively to increase productivity. • Provide feedback on what is working or not working in the outbound stack. • Collaborate with marketing on campaigns, messaging, and outbound alignment. • Gain exposure to later-stage sales, contracting, and deal mechanics over time.

• Provide strategic oversight for resource planning and allocation across global clinical programs and countries • Act as a senior leadership partner to key GDO functions and may serve as the single point of accountability for oversight of a Full-Service Provider (FSP) • Lead the development of accurate, forward-looking resource forecasts & hiring plans at the program, study, and country levels • Analyze historical and real-time data to identify trends, anticipate capacity gaps, and identify opportunities & mitigations • Leverage AI, predictive analytics, and advanced modelling tools to improve forecast speed & precision • Synthesize complex analysis into concise, actionable insights for senior leadership • Serve as the single point of accountability for ensuring consistent, equitable, and strategically aligned resource allocation decisions • Proactively identify, manage & communicate resourcing risks • Partner with SDRM managers to horizon-scan for future resource challenges • Lead the resolution of complex or sensitive allocation scenarios diplomatically