Join Our Talent Community: Future Inside Sales Openings At Corelight, we are always looking for exceptional sales talent to join our mission. While we may not have an immediate vacancy in your specific territory today, we use this 'Evergreen' requisition to identify and vet top-tier candidates for upcoming openings. By applying here, you are entering our priority talent bench for the next available ISR seat. Who We Are At Corelight, we believe that the best approach to cybersecurity risk starts with the network. Attackers can evade endpoint detection, firewalls and many other technologies - but they can’t avoid leaving digital footprints on the networks they traverse. Built on open-source innovations from Zeek, Suricata and YARA and refined through years of real-world use, Corelight transforms network footprints from physical, virtual and cloud networks into actionable insights. Our customers use these insights to speed incident response and proactively hunt for threats. Role Overview As an Inside Sales Representative at Corelight, you play a critical role in our revenue engine. Moving beyond traditional lead qualification, you will specialize in Enterprise Account Prospecting, conducting deep-dive research and persona mapping to penetrate the world’s most elite defenders. You will partner with Field Account Executives and Marketing to build high-value pipelines. This role demands a sophisticated, consultative approach—engaging senior decision-makers with value-led insights. You will develop a deep understanding of their business challenges and articulate how Corelight’s Open NDR platform provides the solution. This is a high-impact position designed for sales professionals looking to master the enterprise sales motion and accelerate their career toward Field Sales or specialized customer-facing roles. What You Will Do Following a comprehensive onboarding program with our world-class Enablement team, you will: - Execute Strategic Account Prospecting: Conduct rigorous research into Fortune 500 and Global 2000 accounts to identify business drivers, technical environments, and untapped opportunities within our Ideal Customer Profile (ICP). - Master Persona Mapping & Nurturing: Navigate complex organizational hierarchies to identify and map key stakeholders—from SOC Analysts to CISOs. You will build and nurture long-term relationships through consistent, value-led touchpoints. - Consultative Engagement: Engage decision-makers through a value-led approach to facilitate high-level conversations about network detection and response (NDR) and data-driven security. - Drive Multi-Channel Engagement: Proactively engage executive prospects via hyper-personalized email, strategic social selling, and targeted outbound calls, delivering Corelight’s value proposition with precision and authority. - Accelerate Pipeline Growth: Qualify inbound MQLs and convert them into strategic meetings. You will leverage the Pain-Power-Fit-Timeline methodology to prioritize high-intent opportunities and ensure a seamless handoff to your Account Executive partners. - Maintain Sales Excellence: Demonstrate meticulous attention to detail by maintaining accurate, real-time records within our tech stack, including Salesforce, Outreach, and LinkedIn Sales Navigator. Who You Are We are looking for professionals who blend a competitive drive with a strategic, analytical mindset. You should be: - Hungry: You are motivated by goals, growth, and grit. You don’t wait for leads — you create them. - Consultative: Able to engage in credible, high-level business conversations with technical leaders and executives. - Analytical & Creative: Passionate about the "detective work" involved in account research and persona mapping and bring engaging new ways to meet prospects where they are at in the buying process. - Resilient: Thriving in a fast-paced, goal-oriented environment where persistence and creativity are rewarded. - Coachable: Committed to continuous improvement and mastering the nuances of cybersecurity sales. - Competitive: You love to win — whether it’s hitting quota, leading the leaderboard, or challenging yourself daily. Preferred Qualifications - 1–3 years of SDR or Inside Sales experience in IT Infrastructure solutions or cybersecurity companies (but we’ll train the right rookie if they have basic sales methodology training). - Large account prospecting (Fortune 1000 accounts) - Strong written and verbal communication skills. - High emotional intelligence and professional persistence. - Experience with Sales Productivity Tools (SalesForce, Sales Navigator, Outreach, etc.) - Four-year degree from an accredited university, or equivalent relevant experience Fueled by investments from top-tier venture capital organizations such as Crowdstrike, Accel and Insight, Corelight is the fastest growing network detection and response platform in the industry. Our customers trust us to protect mission-critical assets in leading enterprises, government, and research institutions worldwide. We are leading the way with AI-assisted workflows, machine learning models, cloud security and SaaS-based solutions to arm defenders with the tools and knowledge they need to disrupt cyber attacks. Our team of passionate innovators are dedicated to solving some of the toughest challenges in cybersecurity, while fostering a collaborative, inclusive, and growth-oriented culture. Corelight is committed to a geographically distributed yet connected employee base with employees working from home and office locations around the world. At Corelight, we are proud of our diversity of background and thought, and we’re united by our strong shared culture and values. We are looking forward to meeting you. Check us out at www.corelight.com Notice of Pay Transparency: The compensation for this position may vary depending on factors such as your location, skills and experience. Depending on the nature and seniority of the role, a percentage of compensation may come in the form of a commission-based or discretionary bonus. Equity and additional benefits will also be awarded. Compensation Range $60,000—$100,000 USD

• Leading the team by coaching mentoring & motivating the team with a high level of EQ & becoming a trusted leader for the team. • Should be a great teammate, as the Digital Sellers use other teams for their own success. • Driving the highest level of performance from the team at the same time role modelling & instilling Adobe values in the team. • Building knowledge of Adobe products and services – their features, benefits, prices, and additional services. • Developing ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale. • Working with Marketing, Sales Operation, Business units, Corporate Retention teams to source sales or retention campaigns and marketing leads. Analyze business goals, customer & agent data & daily reports to find areas of continuous improvement. • The Adobe manager will lead a set of sellers and will be accountable to help identify, drive & close revenue from existing Adobe Direct customers. • Will own the “more connect per seller” and “more per connect” ICX philosophy. • Will develop account penetration strategies, identifying business opportunities by creating and implementing campaigns (phone/email). • You will help consolidate feedback from team, to identify and gather customer journeys and present / implement proposals to nudge the stalled ones. • Streamline sales processes, improve efficiency, and lead pipeline oversight, forecasting, and sales behaviors for achieving the future state. • You will monitor, coach, and develop ways to coach the team to identify customer needs and pitch the relevant product benefits to complete a sale. • You will accomplish ICX human resource objectives by recruiting, selecting, orienting, training, assigning, mentor, counselling, and improvement plans for employees; communicating job expectations; monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions. • You will maintain a daily cadence of leads/ CTA touched; opportunities created and transactions. • Define and Achieve Weekly, Monthly & Quarterly targets both on the input & Output parameters.

• Manage a dedicated customer account list • Direct pairing and support for an internal Account Executive • Use insights from RADAR to support sales operations and decision-making • Apply strategic thinking and pricing judgment at the account level to support sales execution and customer growth • Proactively engaged in focused IT Sales Training forums and actively pursuing internal and external opportunities to broaden experience in the industry • Partner with Red River staff resources such as the Support Services Team, Pre-Sales Engineering, Capture Team and Professional Services Team • Use customer, vendor, and OEM resources as needed • Explore new opportunities through account management, best practices, lead generation campaigns and cold and warm calls • Determine technologies that are relevant to the customer and effectively present Red River’s capabilities via phone or e-mail communication • Serve as a trusted resource and active participant in company projects outside of dedicated sales role • Manage quote activity from RFQs, OEM leads, phone and e-mail prospecting and may participate in customer meetings • Other business duties as assigned

As an Inside Sales Representative, you will be the engine of growth for our assigned territories, focusing on maximizing the value of our existing customer base. You will bridge the gap between marketing interest and closed sales by researching account strategies and aligning Inotiv’s solutions with client needs. This role requires a disciplined approach to pipeline management, ensuring that every lead is nurtured and every account plan is executed to meet and exceed sales quotas. Key Accountabilities - Manages sales activities for existing accounts in the assigned territory - Develops account plans to deliver on defined sales objectives to achieve sales quota - Develops opportunities by communicating, and engaging to understand customers’ needs and aligning the value proposition Envigo delivers - Conducts research to understand customer strategy and objectives in order to identify opportunities - Prioritizes time across the portfolio of accounts to ensure a robust sales pipeline - Follows up on marketing qualified leads to move into the sales process - Other special projects and duties as assigned Minimum Requirements - Associates degree in animal or veterinary science or other means of attaining equivalent knowledge - Lab / bench level pre-clinical or academic research experience in lieu of sales experience - Detail-oriented, Customer Centric and Competitive - Excellent skills in Microsoft Excel, PowerPoint, Word and Outlook, a CRM tool such as Salesforce.com - Strong work ethic and positive attitude Preferences Working Conditions & Physical Requirements - Extended computer and display screen equipment usage - Ability to push, pull, lift pounds unassisted. - Stand / walk for extended period of time. - Fine manipulation including handle touch object or tools and ability to handled controls to perform work. - Ability to read and interpret materials, verbally communicate, and hear required. Critical Success Factors - Customer Focus. Identifies, prioritizes and anticipates customer needs and delivers relevant, value-add, solutions to meet and exceed them - Results Driven. Internal drive toward action to efficiently, timely, and accurately achieve results. Sets high but achievable standards for self and others. Seeks opportunities to improve process and outcomes. Constantly reviews performance to identify areas to develop. - Efficient. Takes responsibility for own time and effectiveness. Identifies what needs to be done and does it before being asked or before the situation requires it. Able to work things out without having to be shown too often. Seeks opportunities to contribute appropriately without direction. - Communication. Able to communicate information and ideas clearly and articulately both in oral and written form. Uses appropriate language, style and methods depending on audience and the purpose of communication. Able to convey complex information clearly. Anticipates the information that others will need. Expresses ideas effectively. Practices attentive and active listening. - Collaboration. Actively supports and contributes to the success of the team. Actively encourages and practices collaboration and cooperation on the team. Shares information and supports other team members. Can get things done with and through others and set realistic objectives. Seeks opportunities to develop others. - Relationship Builder. Develops, maintains, and strengthens strong partnerships with others internally and externally, cross functionally, in person and remotely. - Critical Thinking and Problem Solving. Able to identify and separate out the key components of problems and situations. Able to manipulate and interpret information from a range of sources to spot patterns and trends in information and to deduce cause and effect from this. Can generate a range of creative solutions, evaluate, and choose the most appropriate option - Improvement Driven. Inspires and generates new solutions and approaches to issues and challenges to maximize efficiency and effectiveness through everyday practice of root cause analysis and critical thinking problem solving; Continually works to refine skills and abilities; Builds on ideas of others to come up with new ways to address issues or problems; Generates creative new solutions and approaches to issues and processes. - Organization and time Management. Plans and prioritizes work, manages time appropriately to meet deadlines, follows up with others to ensure one’s own work and commitments are completed on time, deals with pressure and deadlines through good planning. *This position could be offered at different levels for candidates who qualify with a combination of advanced levels of education and/or years of experience. The salary range will adjust along with the level of the role to match the person’s relevant experience and/or education level. Inotiv is a growing contemporary drug discovery and development company where we “Play to Win” in an industry rich with opportunity. Together, we face challenges and together we win in the delivery of world-class drug discovery and development solutions that impact the health and well-being of people all over the world. There’s an opportunity for everyone at all phases of a career, each individual’s unique skill set has an impact on the work we conduct. If you have the talent and desire to impact the quality of people’s lives, we have the career opportunities to make it happen. Join us in embracing research and science to impact the health and well-being of people all over the world. Salary will be commensurate with experience and responsibilities. Benefits include health and dental coverage, short- and long-term disability, paid time off, paid parental leave, 401K, and more! Inotiv is an Equal Opportunity Employer. It is our policy to provide a fair and equal employment opportunity to all persons, regardless of age, race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, genetic information, disability, national origin, veteran status, or any other basis prohibited by law. This policy governs all aspects of employment, including selection, job assignment, compensation, discipline, termination and access to benefits and training.