Resource Innovations is a leading provider of innovative utility solutions dedicated to helping clients optimize energy performance, reduce costs, and meet sustainability goals. We are seeking a highly motivated and results-driven Business Development Representative (BDR) in the Mountain or Central Coast specializing in utility services focused specifically on Demand Side Management (DSM) programs and Distributed Energy Resources (DERs), primarily in the energy efficiency, load flexibility, demand response, electrification initiatives (building and transportation), and behind-the-meter solar- and battery- technologies. The BDR will identify and generate new business opportunities, build relationships with prospective clients, and promote our utility services and software offerings. This role is essential in expanding Resource Innovations' market presence and driving revenue growth within the utility and energy management sectors. Resource Innovations (RI) is a women-led energy transformation firm focused on impact. Building on our expertise in energy efficiency, we’re constantly expanding our portfolio of clean energy solutions to guide utilities through increasingly complex, connected challenges. Load flexibility. Electrification. Carbon reduction. With every step, we’re leading the charge to power change. Duties and Responsibilities: - Review and summarize key utility filings to state commissions for DSM and DER initiatives and mandates. - Prospect, identify, and qualify potential clients, partners, leads, and opportunities within the utility and energy sectors. - Conduct outbound calls, emails, and follow-up communications to generate interest and secure meetings with decision-makers. - Tailor presentations to showcase Resource Innovations' comprehensive utility and energy management solutions. - Participate in pre-sale meetings to understand client/market needs; document and follow up on identified action items to keep opportunity progressing - Actively participate in account and capture planning processes to share client and opportunity insights - Collaborate with the sales, engineering, delivery, and proposal teams to develop customized proposals aligned with client objectives. - Maintain accurate records of interactions, leads, and pipeline activities within CRM systems. - Keep abreast of industry trends, regulations, and competitive landscape to identify new opportunities. - Promote Resource Innovations’ innovative approach and solutions that deliver measurable energy savings and sustainability benefits. - Attend industry events, conferences, and networking opportunities to expand company visibility and build strategic relationships. - Contribute to the development of targeted marketing campaigns and outreach strategies to grow our client base. - Other duties as assigned. Location & Travel: - Must be located in the central or Mountain time zone. - Travel required (approximately 50% of work time), 3-4 trips per quarter - Must be able to attend 3–4 industry conferences per year. - Must be available to travel to utility client meetings as necessary.

Resource Innovations is a leading provider of innovative utility solutions dedicated to helping clients optimize energy performance, reduce costs, and meet sustainability goals. We are seeking a highly motivated and results-driven Business Development Representative (BDR) in the Mountain or Central Coast specializing in utility services focused specifically on Demand Side Management (DSM) programs and Distributed Energy Resources (DERs), primarily in the energy efficiency, load flexibility, demand response, electrification initiatives (building and transportation), and behind-the-meter solar- and battery- technologies. The BDR will identify and generate new business opportunities, build relationships with prospective clients, and promote our utility services and software offerings. This role is essential in expanding Resource Innovations' market presence and driving revenue growth within the utility and energy management sectors. Resource Innovations (RI) is a women-led energy transformation firm focused on impact. Building on our expertise in energy efficiency, we’re constantly expanding our portfolio of clean energy solutions to guide utilities through increasingly complex, connected challenges. Load flexibility. Electrification. Carbon reduction. With every step, we’re leading the charge to power change. Duties and Responsibilities: - Review and summarize key utility filings to state commissions for DSM and DER initiatives and mandates. - Prospect, identify, and qualify potential clients, partners, leads, and opportunities within the utility and energy sectors. - Conduct outbound calls, emails, and follow-up communications to generate interest and secure meetings with decision-makers. - Tailor presentations to showcase Resource Innovations' comprehensive utility and energy management solutions. - Participate in pre-sale meetings to understand client/market needs; document and follow up on identified action items to keep opportunity progressing - Actively participate in account and capture planning processes to share client and opportunity insights - Collaborate with the sales, engineering, delivery, and proposal teams to develop customized proposals aligned with client objectives. - Maintain accurate records of interactions, leads, and pipeline activities within CRM systems. - Keep abreast of industry trends, regulations, and competitive landscape to identify new opportunities. - Promote Resource Innovations’ innovative approach and solutions that deliver measurable energy savings and sustainability benefits. - Attend industry events, conferences, and networking opportunities to expand company visibility and build strategic relationships. - Contribute to the development of targeted marketing campaigns and outreach strategies to grow our client base. - Other duties as assigned. Location & Travel: - Must be located in the central or Mountain time zone. - Travel required (approximately 50% of work time), 3-4 trips per quarter - Must be able to attend 3–4 industry conferences per year. - Must be available to travel to utility client meetings as necessary.

Abbott is a global healthcare leader that helps people live more fully at all stages of life. Our portfolio of life-changing technologies spans the spectrum of healthcare, with leading businesses and products in diagnostics, medical devices, nutritionals and branded generic medicines. Our 115,000 colleagues serve people in more than 160 countries. JOB DESCRIPTION: Working at Abbott At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. You’ll also have access to: - Career development with an international company where you can grow the career you dream of. - Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year. - An excellent retirement savings plan with a high employer contribution - Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree. - A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune. - A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists. The Opportunity Abbott Rapid and Molecular Diagnostics (RMDx) – Infectious Disease (ID) is seeking a dynamic, results oriented Sales Development Manager to drive new business acquisition in N. CA. This is more than a sales position, it is a chance to make a real impact in healthcare by delivering cutting edge diagnostic solutions where they matter most. This role is ideal for professionals with a strong background in clinical diagnostics and a passion for identifying and converting new opportunities within hospital networks, including Laboratory, ED, Clinic, Physician Office Lab and Urgent Care settings. As a Sales Development Manager, you will be responsible for penetrating untapped accounts and expanding Abbott’s footprint in the ID diagnostics space. You will be at the forefront of innovation, helping healthcare providers make faster, smarter decisions that improve patient outcomes. You’ll leverage your technical expertise and strategic selling skills to open doors, build relationships from scratch, and deliver tailored diagnostic solutions that meet the unique needs of new customers. This role is focused exclusively on new business development and does not include management of existing accounts. You will be responsible for identifying and qualifying competitive leads and owning a territory pipeline from lead generation to close. You will be responsible for achieving annual new business targets across the following product lines: ID NOW™ PLATFORM (Influenza, Covid-19, RSV, Strep A), BinaxNOW™ COVID-19/Flu A&B Combo, DETERMINE HIV-1/2™, BinaxNOW™ Streptococcus pneumoniae & Legionella, BinaxNOW® Malaria, Clearview™ hCG, Clearview™ PBP2a SA. What you’ll work on New Business Development - Identify, target, and engage accounts with zero current business - Develop and execute territory strategies to generate leads, qualify prospects, and convert opportunities - Develop deep understanding of territory business while utilizing tools to analyze data for most effective planning - Drive the full sales cycle from initial contact to contract close - Build and maintain strong competitive product knowledge - New opportunities must be located with specified territory - Cold calling, gaining access into competitive accounts and generating interest with HCPs and administrative stakeholders, establishing the ID value proposition Strategic Territory Management - Analyze market trends, competitive activity, and customer needs to develop sales strategy - Provide sales funnel, territory planning and forecasts though the business review process with Abbott leadership - Responsibility for forecasting new business revenue - Collaborate with internal teams to develop contract proposals and pricing strategies - Use sales metrics and standardized tools to document the sales process and influence purchasing decisions - Ownership in sales funnel (SFDC) and account analysis (PowerBI) to ensure clear roadmap for growth within zero billing accounts - Must exhibit strong analytical skills and use of Microsoft Platform for account analysis and internal communication and planning - Forecasts future needs based on market, regulatory, or environmental trends - Plan, coordinate and manage the sales performance of third-party distributor sales force(s) in the assigned territory. Train and develop these sales force(s) to establish and maintain the ability to effectively represent Abbott’s products in the marketplace - Support distribution partners in the sale of products, including training, sales meetings, technical expertise, and marketing support of the Abbott product lines and distributor private branded products Cross-Functional Collaboration - Partner with Sales, Marketing, Medical Affairs, Technical Service, Finance, Contracts and Pricing, to deliver a cohesive customer experience - Escalate and resolve customer challenges and objections during the sales process in collaboration with local teams - Participate in standardized weekly communication cadence with manager which includes providing field insights, coaching, strategy and problem solving - Responsible for managing successful account handoff after the initial selling process, ensuring successful implementation with local team - Complies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes and task assignments. Responsible for exhibiting professional behavior with both internal and external business associates that reflects positively on Abbott and is consistent with Abbott’s policies and procedures - Collaboration is essential, you will be part of a high performing team that’s united by purpose and driven by results. Required Qualifications - Bachelor’s degree - 4+ proven success in relevant sales experience. - Track record of success with competitive conversions, from lead generations to close - Demonstrated individual contributor experience including problem solving, complex selling, planning and execution - Willingness to travel within the assigned territory (4 days/week, up to ~50% overnight travel) Preferred Qualifications - Bachelor’s degree in business, healthcare, life sciences - Medical Sales experience, ideally diagnostics - Understanding of laboratory and point-of-care settings, health system operations, and health economics - Experience working with Distribution Partners - Strong financial acumen and ability to analyze healthcare market data - Excellent interpersonal skills and documented success in team selling environment with the ability to effectively communicate at multiple levels of the organization - Skilled negotiator with a strong track record of securing agreements that support both organizational objectives and customer priorities Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives: www.abbottbenefits.com Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity. Connect with us at www.abbott.com, on Facebook at www.facebook.com/Abbott, and on Twitter @AbbottNews. The base pay for this position is $68,000.00 – $136,000.00In specific locations, the pay range may vary from the range posted. JOB FAMILY: Sales Force DIVISION: ID Infectious Disease LOCATION: United States > California : Remote ADDITIONAL LOCATIONS: WORK SHIFT: Standard TRAVEL: Yes, 50 % of the Time MEDICAL SURVEILLANCE: Not Applicable SIGNIFICANT WORK ACTIVITIES: Continuous standing for prolonged periods (more than 2 consecutive hours in an 8 hour day), Continuous walking for prolonged periods (more than 2 hours at a time in an 8 hour day), Driving a personal auto or company car or truck, or a powered piece of material handling equipment Abbott is an Equal Opportunity Employer of Minorities/Women/Individuals with Disabilities/Protected Veterans. EEO is the Law link - English: http://webstorage.abbott.com/common/External/EEO_English.pdf EEO is the Law link - Espanol: http://webstorage.abbott.com/common/External/EEO_Spanish.pdf

VP, Global Sales Development Location: New York, North Carolina, or Remote The Opportunity Varonis is one of the most respected names in AI and data security. We're looking for a VP of Global Sales Development to lead a large global SDR organization that sits at the intersection of marketing and sales, reporting directly to the CMO. This is not a role for someone who misses the days of dialing for dollars. It's a role for someone who sees the AI moment for what it is: a once-in-a-generation opportunity to completely reimagine how pipeline gets created. You'll step into a high-performing team, a set of strong regional leaders who are already executing, and a mandate to build the infrastructure, systems, and playbooks that make outbound predictable, measurable, and scalable. You'll work at the boundary of marketing and sales — translating market opportunity into predictable pipeline. What You'll Own Pipeline Architecture - Own the global pipeline number for inbound and outbound SDRs across all segments and regions - Design and continuously refine the systems, sequencing logic, and plays that drive top-of-funnel conversion - Build a repeatable, signal-led outbound motion — moving the team away from spray-and-pray and toward precision prospecting AI-First Operating Model - Lead the evaluation, adoption, and operationalization of AI tools across the SDR function (AI SDRs, intent platforms, personalization engines, conversation intelligence) - Develop a clear point of view on where AI agents should replace volume-based human effort — and where human judgment and relationship-building remain irreplaceable - Continuously track the economics: cost-per-meeting, cost-per-pipeline-dollar, and rep productivity, with AI as the primary lever for improvement Team Leadership - Lead and develop a team of strong regional SDR directors globally; be the multiplier, not the micromanager - Set the talent bar and build a culture of accountability, experimentation, and continuous learning - Create career paths that attract and retain the next generation of revenue operators — people who are excited about building skills in an AI-augmented world Marketing-Sales Alignment - Act as the connective tissue between marketing and sales — translating campaigns, content, and intent data into timely, relevant outbound plays - Partner closely with demand gen, RevOps, and field sales to build a unified pipeline model - Establish SLAs, feedback loops, and shared definitions that eliminate the classic SDR no-man's-land Measurement & Forecasting - Build dashboards and reporting that give leadership full-funnel visibility — from first touch to qualified opportunity - Own the SDR contribution to pipeline forecast with the same rigor as any quota-carrying function - Run weekly operating reviews with regional directors that drive action, not just reporting Who You Are You're a systems thinker first. You see the SDR function as an engine to be designed, not a headcount to be managed. You think in flows, feedback loops, and conversion rates. You're genuinely excited about AI — not scared of it, not nostalgic for what came before. You've already experimented with AI SDR tools, prompt engineering for outreach, or intent-signal-driven sequencing. You have opinions on what works and what doesn't. You lead through clarity and context, not control. Strong regional directors are already in place. Your job is to set direction, remove friction, and make them faster — not rebuild what's working. You're commercially rigorous. You understand unit economics, you can defend your pipeline forecasts, and you treat every dollar of spend and every hour of rep time as something that needs to earn its return. You're a builder, but a selective one. You know when to build and when to buy. You don't mistake activity for progress. What We're Looking For - 10+ years in B2B sales or revenue roles, with at least 4–5 years leading SDR or Sales Development organizations at scale - Experience managing global teams across multiple regions and time zones - A track record of building or transforming an outbound function using modern tooling and methodology - Demonstrable, hands-on experience with AI — this doesn't have to mean enterprise deployments. We want someone curious enough to have run their own experiments: built a Clay workflow over a weekend, prompt-engineered outreach sequences, tested an AI SDR tool in a sandbox, or wired together intent signals and automation outside of work. Show us you get your hands dirty - Strong fluency in the tech stack: Salesforce, Outreach/Salesloft, ZoomInfo/Apollo, Gong, and the emerging AI layer on top - Comfort operating in a complex, enterprise sales environment with long cycles and multi-stakeholder deals - Experience in cybersecurity or adjacent technical SaaS is a plus, but not required — curiosity about the category is mandatory Why Varonis - One of the most technically respected companies in data security — our platform protects what matters most - Reporting to the CMO means you have a seat at the table where growth strategy is set - An experienced SDR team ready to be leveled up — not built from scratch - A company that is investing seriously in AI across the go-to-market function - Competitive compensation, equity, and a culture that values ownership and impact