Job Description The M&A Sales Development Representative is a strategic growth role at Intelligent Technical Solutions (ITS), focused on identifying and engaging potential acquisition targets. Unlike traditional sales, this role centers on building high-level relationships with IT business owners and industry brokers to discuss the future of their organizations. Your primary goal is to act as a professional ambassador for ITS, initiating conversations that lead to successful mergers or acquisitions. The ideal candidate is a disciplined, remote-first professional who values meaningful engagement over scripted outreach and can communicate with executive-level presence. Job Responsibilities - Strategic Conversation Management - Initiate and maintain high-volume outreach to achieve a minimum of 40 quality conversations per day with business owners and decision-makers. - Broker & Intermediary Networking - Proactively identify and engage with business brokers to build a long-term deal flow of "off-market" acquisition opportunities. - Growth-Focused Outreach - Communicate the ITS value proposition as a strategic partner, focusing on how companies can join or merge with us to enhance their cybersecurity and operational scale. - Target Qualification - Vet potential acquisition targets based on core criteria, including headcount, existing IT infrastructure, and their openness to strategic transition. - Smart Outreach for High Conversion - Execute personalized "Smart Outreach" strategies (deep research and tailored follow-ups) specifically for 2nd First Time Appointments (FTAs) to ensure high-quality deal flow. - Resilient Objection Handling - Navigate common industry pushback by shifting the focus from "selling a service" to "exploring a strategic partnership or exit strategy." - Pipeline Stewardship - Manage the hand-off of qualified leads to the M&A Director, ensuring the relationship remains warm until the discovery meeting actually takes place. - CRM Accuracy - Maintain meticulous records in HubSpot, capturing business intelligence and conversation history to support the long-term M&A pipeline. Job Qualifications - Professional Presence: Comfortable engaging directly with business owners, CEOs, and seasoned business brokers. - Outbound Experience: 2+ years in a high-volume outbound role. Business development, recruitment, or similar where building relationships from scratch was part of the job. - Resilience & Discipline: Consistent and self-directed. Able to hit targets in a remote environment, manage a pipeline with minimal supervision, and treat setbacks as part of the process. - Strong Communication: Exceptional verbal and written English, with the ability to explain complex concepts (like M&A or Cybersecurity) in a clear, relatable way. - Technical Adaptability: A fast learner who can quickly become comfortable with MSP terminology and basic financial concepts (e.g., EBITDA, recurring revenue). - Tool Proficiency: Hands-on experience using HubSpot for CRM and ZoomInfo for lead intelligence, or similar tools, is a must. - Collaborative Spirit: A team player who aligns with ITS Core Values. Preferred Qualifications - Experience in the Managed Service Provider (MSP) or Cybersecurity industry. - Previous experience in "Buy-Side" M&A lead generation or business brokerage. - Background in professional services recruitment. Job Requirements - A home office set up that meets the following: - Computer: A working computer with a minimum of 8GB RAM and one of the following: - Windows 11 with an Intel i5 or i7 (8th generation or newer), or - AMD Ryzen 5 or 7 (2000 series or newer), or - macOS 12 or newer. - Internet: Stable internet connection with at least 5 Mbps download and upload speeds. - Audio Equipment: A quality headset with a noise-cancellation feature for meetings. - Mobile Device: A smartphone capable of installing the Microsoft Authenticator app. - Webcam: An HD webcam for video calls. - A very strong cultural fit the ITS way (Our core values will be discussed during the interview) - Excellent command of the English language both spoken and written - Able to pass our online behavior and cognitive assessments. - Able to provide NBI Clearance (for PH applicants). Compensation Pay rate starts at $6.00/hr and may vary by experience and location. Benefits - Comprehensive Health Plans / HMO (Employee & Dependent/s) - Life Insurance - Flexible Benefit Reimbursement (Dental/Vision/Mental Health/Wellness/Government Contributions) - Paid Time Off (starts at 15 days per year) - Maternity/Paternity Leave - Paid US Holiday - Night Shift Bonus - Salary Advancement/Loan - Health & Wellness Program - Company-paid training and certification

Overview Who we are— Transcat is a dynamic, innovative, growing company that has been recognized as the leading calibration and compliance services provider in North America and beyond. With over 1,000 employees—in technical, consulting, operational, sales, finance, and corporate roles—we have stood the test of time by delivering on our Trust in Every Measure promise to our customers in vital industries, including life sciences, aerospace, defense, energy, and utilities. We fulfill this promise through our employees, who live Our Values every day, the Transcat Way. Our employees are at the center of the rewarding, challenging, and life-changing work we do for our customers and those they serve. Are you ready to join a company where the work you do makes a difference, and where you can grow in your career? Here’s what Transcat has to offer— - Work that matters - A values-based culture where people care about each other and the work they do together - Flexibility - Training and development to accelerate learning and career advancement - Competitive compensation and benefits, including paid time off, health insurance, tuition reimbursement, retirement, stock purchase plan, and MORE! Position Summary Sales Development Representative is responsible for identifying, qualifying, and developing new sales opportunities for test & measurement products, services, and related solutions. This role focuses on outbound prospecting and inbound lead qualification, building relationships with engineering, quality, maintenance, and procurement professionals, and generating qualified opportunities for the sales team. Responsibilities - Lead Generation & Prospecting - Identify and research potential customers in industries related to calibration products & services - Conduct outbound outreach via phone, email, and Salesforce campaigns - Respond to inbound inquiries and marketing generated leads - Qualify prospects based on calibration product and service needs, compliance requirements, and timelines - Customer Engagement - Initiate conversations with quality managers, engineers, lab managers, and purchasing teams - Understand customer challenges related to calibration, traceability, downtime, and compliance - Educate prospects on calibration products and services, turnaround times, onsite vs. lab calibration and service capabilities - Sales Support - Schedule meetings and hand off qualified opportunities to BDM’s or ADM’s - Maintain accurate records of activities and leads in Salesforce - Support follow-up efforts on quotes, service renewals, and contract opportunities - Marketing Insights - Track competitor activity and customer feedback - Identify trends in customer calibration needs and compliance requirements - Collaborate with marketing and sales teams - Model the Company’s values to influence others to perform in an aligned manner. - Other duties as assigned Qualifications Required Knowledge, Skills, and Abilities - 1-3 years of experience in sales development, inside sales, or customer-facing roles - Strong Communication and relationship-building skills - Comfort with outbound calling and email prospecting - Organized, detail-oriented, and results driven Education and Experience - Associate or bachelor’s degree preferred. High School and 5+ years related experience and/or training, or equivalent combination of education and experience. - Experience in calibration, metrology, industrial services, manufacturing, or technical sales (preferred not required) - Familiarity with regulated industries (aerospace, medical, pharma, etc.) - CRM experience (Salesforce, HubSpot, or similar) Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodation may be made for qualified individuals with disabilities if necessary to perform the essential functions of this position. While performing the duties of this Job, the employee is regularly required to stand; walk; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl. The employee is occasionally required to sit and talk or hear. Specific vision abilities required by this job include close vision, color vision and ability to adjust focus. Work Environment The work environment characteristics described below are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions. The noise level in the work environment is usually moderate. Equal Opportunity and Non-Discrimination Transcat is an equal-opportunity employer and prohibits discrimination based on any protected status. As required by United States law, all qualified applicants will receive consideration for employment without regard to age, color, disability, genetic predisposition or carrier status, national origin, race, religion, sex (including pregnancy, sexual orientation, and gender identity), status as a protected veteran, or as a member of any other protected group or activity under federal, state, and local law. We will make reasonable accommodations for employees with disabilities to enable them to perform the essential functions of their position unless doing so poses an undue hardship to the company or a direct threat to health or safety. Contingencies All offers of employment are contingent upon successfully completing all pre-employment requirements, which include verification of identity and employment eligibility, and when applicable, a motor vehicle driving record report.

• Create weekly lists of qualified leads • Schedule prospecting emails using specialized tools • Make cold calls and send messages via WhatsApp, LinkedIn, and Instagram • Record and track the sales funnel in Pipedrive • Use systems such as Snov, Speedio, and Api4com to support prospecting

• Realizar a prospecção ativa de novos leads e qualificação de contatos; • Entender o perfil e as dores do cliente para gerar oportunidades qualificadas para o time de vendas; • Acompanhar o funil de leads, garantindo cadência, follow-up e atualização das informações no CRM; • Trabalhar lado a lado com o time de marketing para otimizar campanhas e aumentar conversões; • Ser a ponte entre o interesse e a ação — transformando curiosos em clientes.