Title: Sales Representative II, Biotech (Peninsula and South Bay) Location: San Carlos California United States of America Full time Remote This is a field sales position covering a territory in the Peninsula and South Bay area of San Francisco. Residency within or near the territory is required. No relocation assistance will be provided. DESCRIPTION: Join our team at Thermo Fisher Scientific as an Account Manager II, where you'll support revenue growth and contribute to serving science. You'll develop and maintain strategic relationships with customers while promoting our comprehensive portfolio of innovative products and services. Working in a collaborative environment, you'll implement sales strategies, identify new business opportunities, and provide excellent support to help customers achieve their goals. This role offers the chance to represent a leader in scientific solutions while contributing to our mission of making the world healthier, cleaner, and safer. REQUIREMENTS: • Bachelors Degree in Life Science or Chemistry required. • 2 years of sales experience in scientific/laboratory industry preferred, or equivalent laboratory experience. • Strong technical aptitude with demonstrated ability to learn complex product applications and workflows • Excellent communication, presentation, and negotiation skills • Demonstrated ability to build and maintain long-term customer relationships • Proficiency in CRM systems (preferably Salesforce) and Microsoft Office Suite • Strong territory management and strategic account planning capabilities • Strong analytical and problem-solving skills for developing effective sales strategies • Ability to work both independently and collaboratively in a matrix environment • Valid driver's license and ability to travel up to 70% within assigned territory • Fluency in English required; additional language skills based on territory needs • Demonstrated commitment to Thermo Fisher's core values: Integrity, Intensity, Innovation, and Involvement   Compensation and Benefits The salary range estimated for this position based in California is $58,000.00–$80,100.00.   This position may also be eligible to receive a variable annual bonus based on company, team, and/or individual performance results in accordance with company policy. We offer a comprehensive Total Rewards package that our U.S. colleagues and their families can count on, which includes: - A choice of national medical and dental plans, and a national vision plan, including health incentive programs - Employee assistance and family support programs, including commuter benefits and tuition reimbursement - At least 120 hours paid time off (PTO), 10 paid holidays annually, paid parental leave (3 weeks for bonding and 8 weeks for caregiver leave), accident and life insurance, and short- and long-term disability in accordance with company policy - Retirement and savings programs, such as our competitive 401(k) U.S. retirement savings plan - Employees’ Stock Purchase Plan (ESPP) offers eligible colleagues the opportunity to purchase company stock at a discount

• Conduct outbound prospecting via cold calls, email, and LinkedIn outreach • Identify and research healthcare organizations, clinics, and providers • Qualify leads through discovery conversations and needs analysis • Book meetings and demos for Account Executives • Maintain accurate records in CRM systems (e.g., HubSpot, Salesforce) • Collaborate with marketing and sales teams to improve targeting and messaging • Consistently meet or exceed outreach and meeting booking KPIs

• Conduct outbound prospecting via cold calls, SMS, email, and LinkedIn • Identify and research home service businesses (HVAC, plumbing, roofing, etc.) • Qualify leads through discovery conversations • Book meetings and demos for Account Executives • Maintain accurate pipeline tracking in CRM tools (e.g., HubSpot, Salesforce) • Follow up consistently with prospects to move them through the funnel • Meet or exceed daily, weekly, and monthly KPIs

Role Description At Mercury, we're building banking for ambitious companies. The Sales Development team is a critical part of that growth engine. We’re a high-performing, collaborative, and driven team that thrives on curiosity, creativity, and results. Now, we’re looking for an SDR Lead to help scale our SDR team's efforts. You'll be responsible for helping SDRs hit their pipeline goals, mentoring them on messaging and strategy, and shaping the playbook for how we break into and win in new verticals. Here are some things you’ll do on the job: - Lead & Coach: Provide high-impact 1:1 coaching to a group of SDRs focused on driving pipeline generation in new verticals. Guide them through LinkedIn, email, and cold call strategies that drive high quality meetings for our AE teams. - Pipeline Management: Oversee pipeline health and lead distribution across the team to ensure consistent, qualified opportunity generation. - Messaging Ownership: Help build and refine outbound messaging that resonates with our ICP. - Conversion Optimization: Identify patterns in high-performing outreach and scale winning tactics to drive better conversion rates across the team. - Training & Enablement: Build and lead training sessions on prospecting best practices, objection handling, and effective channel usage. - Motivate & Inspire: Be a source of energy and accountability. Create a culture of excellence and continuous improvement on your pod. - Cross-functional Partnership: Work closely with Sales, Marketing, and GTM Strategy to align on ICPs, lead prioritization, and campaign execution. Qualifications - 2–3+ years of experience in a Sales Development role within a B2B SaaS environment, with at least 18+ months in a leadership role managing teams of 7+ sales reps. - Proven track record of coaching SDRs 1:1 and leading training across cold calls, email, and LinkedIn outreach. - Experience managing a large pipeline across multiple reps, able to analyze metrics, prioritize high-value opportunities, and course-correct quickly. - Deep understanding of outbound sales strategies and how to drive consistent conversion from prospecting to qualified opportunity. - Strong written and verbal communication skills, can articulate value propositions and give actionable feedback to SDRs. - A motivating presence: you uplift those around you, create accountability, and lead by example. - Comfortable operating in a fast-paced, ambiguous environment where experimentation and adaptability are key. - Familiarity with tools like Salesforce, Salesloft, Apollo, Gong, and LinkedIn Sales Navigator. - Having a curious mindset and the ability to quickly ramp up on a new vertical is essential. Requirements - The total rewards package at Mercury includes base salary, equity (stock options/RSUs), and benefits. - Our salary and equity ranges are highly competitive within the SaaS and fintech industry and are updated regularly using the most reliable compensation survey data for our industry. - New hire offers are made based on a candidate’s experience, expertise, geographic location, and internal pay equity relative to peers. - Our target new hire base salary ranges for this role are the following: - US employees in the New York City, Los Angeles, Seattle, or San Francisco Bay Area: $137,200 - $171,500 - US employees outside of the New York City, Los Angeles, Seattle, or San Francisco Bay Area: $123,500-$154,400 Benefits - Mercury values diversity & belonging and is proud to be an Equal Employment Opportunity employer. - All individuals seeking employment at Mercury are considered without regard to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation, or any other legally protected characteristic. - We are committed to providing reasonable accommodations throughout the recruitment process for applicants with disabilities or special needs.