• Generate High-Quality Sales Opportunities: Navigate complex organisations and run high-level sales conversations to generate Sales Accepted Opportunities (SAOs). • Engineer Pipeline: Build hyper-personalized prospecting loops that leverage data enrichment and LLMs to create unique, high-conversion outreach. • Design and Prototype AI Workflows: Work directly with GTM Engineers to test, break, and refine new AI agents and automated sales workflows. • Scale the Wins: Systematically document your successful playbooks and automations so they can be shipped to our broader 50+ person sales organisation.

Sales Development Representative Location: Remote Job Description:   Sales Development Representative’s Goal: Fill our Account Executives’ calendars with a high volume of high-quality leads.   The Role: Work directly with our Director of Sales, Account Executives, Partnership team, and Marketing team to create new Deals for the sales team. Qualify inbound leads, roll out the red carpet for our top leads, farm old leads from lists in Hubspot, and run some outbound prospecting. Note: This is a Telecommute/Work from Home position. This role is open to candidates located in the United States, excluding California. We are not currently set up to employ individuals residing in California.   Responsibilities: - Maintaining a healthy pipeline of leads in Hubspot - Leveraging Hubspot Tasks to stay on top of leads - Facilitating smooth handoff of lead to AEs - Calling on inbound leads as they come in - Maintaining system cleanliness (mostly Hubspot) - Collaborate with Marketing and Partnerships to work their lists - Running and managing nurture/warming campaigns - Calling on old qualified leads - Keeping clean email and marketing lists - Being efficient and effective in your follow-ups - Running some outbound email campaigns - Testing new acquisition strategies

• Perform outbound sales campaigns • Perform regular meetings with potential customers and existing customer to ensure customer satisfaction and to discover new potential requirements • Do product demonstrations to potential customers with confidence • Qualify prospects through identification of business needs and opportunity for sales • Identify clearly clients’ needs and requirements and apply product knowledge to meet these requirements • Application of product knowledge to drive prospect buy-in • Negotiate contracts and packages that fit the customer’s needs

• Drive new business acquisition in Pennsylvania. • Responsible for penetrating untapped accounts and expanding Abbott’s footprint in the ID diagnostics space. • Identify and qualify competitive leads and owning a territory pipeline from lead generation to close. • Achieve annual new business targets across multiple product lines. • Collaborate with internal teams to develop contract proposals and pricing strategies. • Participate in standardized weekly communication cadence with the manager, which includes providing field insights, coaching, strategy, and problem-solving. • Complies with US Food and Drug Administration (FDA) regulations, other regulatory requirements, company policies, operating procedures, processes, and task assignments.