• This is a Player-Coach role. You will be hands-on, and while not 100% dedicated to pipeline creation, you will have pipeline and QSO targets to meet as your primary responsibility. • Coach and manage a small team of SDRs to successfully grow, develop and achieve the targets outlined by APJ Sales Leadership. • Work with the local Sales team and the APJ Sales Development Leader on an assigned territory to qualify, develop, and mature marketing-supplied leads and self-created leads, which will result in high-quality sales opportunities for Sophos Sales Reps and/or Sophos Partners. • Ensure the team and you as a participant meet and/or exceed daily and monthly performance targets for the number of outbound calls, qualified leads passed and pipeline contribution at an individual and team level. • Ensure all sales leads from marketing-driven campaigns are qualified and passed through Sophos’ CRM system as per the APAC lead management process as efficiently as possible. • Build strong relationships with all sales teams, including Channel, Commercial, and Enterprise Sales. Ensure these relationships are nurtured and productive. • You will be a key resource for new starters’ onboarding, ensuring appropriate training, mentoring and coaching is available for all India SDRs and tracking execution against the development plan. • Provide weekly & monthly reporting to the APJ Sales Development Leader and others on individual and team performance against targets. • Partner with ASEAN Marketing Managers to identify and execute strategic call downs and other direct campaign activities. • Work with in-region sales & technical managers and in-country SDRs to ensure they are effectively trained on all products and understand and use APJ SDR best practices for operational efficiency and overall success. • Work with Marketing Operations, Sales Operations and IT to enhance processes and systems (E.g. SFDC enhancements) to support smooth lead and opportunity handling processes for SDRs, Sales and Sophos Partners. • Proactively obtain program feedback and initiate plans in response to opportunities for improvement. • Participate in the review and enhancement of Sales Development processes and practices. • Manage individual team member performance and team productivity. Regularly evaluate individual employee job performance through 1 on 1 meetings and call shadowing, providing constructive suggestions for improvement and rewarding accomplishments.

Role Description Mercor connects elite creative and technical talent with leading AI research labs. Headquartered in San Francisco, our investors include Benchmark, General Catalyst, Peter Thiel, Adam D'Angelo, Larry Summers, and Jack Dorsey. Position: Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products Type: Contract Compensation: $90–$150/hour Location: Remote Duration: 3–4 weeks Commitment: 15–30+ hours/week - Create tasks and deliverables regarding common requests within your professional domain. - Diagnose and solve real issues in your domain to support AI lab advancements. - Contribute expertise to cutting-edge AI research. - Work independently and remotely on your own schedule. Qualifications - 4+ years professional experience in your respective field. - Excellent written communication with strong grammar and spelling skills. Requirements - Start Date: Immediately - Hourly contractor Application Process - Upload resume - AI interview based on your resume - Submit form Resources & Support - For details about the interview process and platform information, please check: Interview Process - For any help or support, reach out to: support@mercor.com - PS: Our team reviews applications daily. Please complete your AI interview and application steps to be considered for this opportunity.

• Execute high-volume, high-quality AI-assisted outreach • Multi-thread into every account worked • Qualify opportunities using the PACTA framework • Manage ABM account coverage • Follow up within agreed SLA on inbound leads • Enroll accounts into HubSpot sequences • Hit >300 cold call dials per week • Execute event prospecting cycles • Monitor account alerts and web visit signals • Maintain clean CRM data in HubSpot and Salesforce • Create and manage opportunities effectively • Participate in weekly 1:1s and team reviews

EvenUp is on a mission to close the justice gap using technology and AI. We empower personal injury lawyers and victims to get the justice they deserve. Our products enable law firms to secure faster settlements, higher payouts, and better outcomes for victims injured through no fault of their own in vehicle collisions, accidents, natural disasters, and more. We are one of the fastest-growing vertical SaaS companies in history, and we are just getting started. EvenUp is backed by top VCs, including Bessemer Venture Partners, Bain Capital Ventures, SignalFire, and Lightspeed. We are looking to expand our team with talented, driven, and collaborative individuals who seek to have a lasting impact. Learn more at www.evenuplaw.com. What you'll do: - Grow top of sales funnel through cold outbound campaigns - Generate sales-ready meetings and opportunities for Account Executives using EvenUp’s qualification criteria - Utilize your active listening skills to understand and uncover customer needs and business problems to effectively communicate how EvenUp can solve them - Identify high-potential areas of growth and develop and execute outbound strategies to get them on EvenUp - Develop strong sales and product knowledge - Partner with Growth, Marketing, and Customer Success to provide the best possible content and first impressions for new customers - Research companies and add prospects to our outbound list - Maintain accurate client relationship data within our CRM What we look for: - 8+ months of experience in Sales Development - Familiarity with SaaS or service-oriented business models - Experienced with generating outbound leads - CRM experience - Excellent communication and interpersonal skills Notice to Candidates: EvenUp has been made aware of fraudulent job postings and unaffiliated third parties posing as our recruiting team – please know that we have no affiliation or connection to these situations. We only post open roles on our career page (evenuplaw.com/careers) or reputable job boards like our official LinkedIn or Indeed pages, and all official EvenUp recruitment emails will come from the domains @evenuplaw.com, @evenup.ai, @ext-evenuplaw.com, no-reply@ashbyhq.com or no‑reply@canditech.io email addresses. To ensure fairness and proper consideration, we do not accept resumes or expressions of interest via email or social media messages. If you’re interested in a role, please submit your application directly through our careers page. If you receive communication from someone you believe is impersonating EvenUp, please report it to us at talent-ops-team@evenuplaw.com. Examples of fraudulent domains include “careers-evenuplaw.com” and “careers-evenuplaws.com”. Benefits & Perks: As part of our total rewards package, we offer attractive benefits and perks to our employees, including: - Choice of medical, dental, and vision insurance plans for you and your family. - Additional insurance coverage options for life, accident, or critical illness. - Flexible paid time off, sick leave, short-term and long-term disability. - 10 US observed holidays, and Canadian statutory holidays by province. - A home office stipend. - 401(k) for US-based employees and RRSP for Canada-based employees. - Paid parental leave. - A local in-person meet-up program. - Hubs in San Francisco and Toronto. Please note the above benefits & perks are for full-time employees EvenUp is an equal opportunity employer. We are committed to diversity and inclusion in our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.