• Identify and attach T&C offerings to viable Stripe user opportunities. • Drive the adoption of Stripe’s training certification programs. • Build and scale a Stripe Training & Certification Champions program. • Directly engage with our largest Enterprise accounts. • Act as the primary internal advocate for T&C within Stripe. • Develop and maintain a Training ROI Model to quantify the impact of our Training & Certification offerings.

• Interact with prospects mainly by telephone, email, and social media; • Meet or exceed the assigned call quota per day; • Identify and qualify new sales opportunities (inbound and outbound); • Be the first point of contact in the sales process; • Engage and create interest in our solution; • Schedule demos with the Business Development Manager; • Analyze and improve personal results to enhance KPIs.

• Prospect and source potential new pharma and biotech customers to sell invitro preclinical products and services • Pitch and present Discovery Life Sciences research services and solutions using professional selling skills • Motivation to communicate directly with potential clients via both email and phone • Coordinate large, strategic meetings between customer’s senior scientific leadership and appropriate Company leadership to win large-scale projects with substantial revenue potential • Productively manage an opportunity pipeline (25-50+ open opportunities) and Feasibility case queue with updated next steps and feedback from customers • Consistently advance calls and win business by setting clear next steps and properly executing them • Use logic, reason, and scientific acumen to close deals instead of relying on discounts • Report market intel back to team (Management, Business Unit Leadership, Sales, Marketing, etc.) by documenting sales calls and client feedback • Work cooperatively with inside sales support professionals, Global Account Managers, fellow Business Development Directors, Marketing, and Feasibility to maximize sales success in assigned territory • Generate a variety of reports for clients as needed • Respect the privacy of the personal information of patients, co-workers, and all individuals with whom the Company interacts • Ensure compliance with all laws and regulations applicable to the Company and its operations • Other duties as assigned by supervisor.

• Own the full corporate sales lifecycle, from initial prospecting through closing and onboarding • Identify and pursue new business opportunities to achieve and exceed sales targets • Build and nurture strong, long-term client relationships • Develop and manage a robust sales pipeline through strategic prospecting and networking • Collaborate internally and externally to deliver a seamless, consultative sales experience • Provide tailored solutions and exceptional service throughout a multi-month sales cycle