• Lead, coach, and manage a team of outbound SDRs focused on appointment setting • Conduct regular call listening, live observations, and deal reviews to ensure quality and consistency • Provide clear, actionable feedback on pitch delivery, messaging, objection handling, and call structure • Monitor SDR performance metrics and drive continuous improvement against targets • Ensure outbound processes, scripts, and messaging are executed to standard • Support onboarding, training, and ongoing development of SDRs • Collaborate with sales leadership to align SDR output with pipeline and revenue goals

• Drive new business growth by identifying and developing sales opportunities within the biotech and pharmaceutical sectors. • Build strong relationships through in-person visits and networking to generate leads and open new doors with biopharma customers. • Explore and develop opportunities for services business and software portfolio sales, including enterprise solutions projects. • Organize and lead workshops, webinars, and on-site events including tradeshows to engage customers by delivering presentations that showcase ZEISS solutions to drive sales opportunities. • Collaborate with the Business Development Manager Team to develop & execute effective campaigns that complement ongoing digital efforts and directly support sales efforts and opportunity generation. • Leverage networks to support the Business Development Manager in creating domain-specific and voice-of-customer content. • Establish and nurture partnerships with biopharma organizations to expand ZEISS’s market presence. • Provide biotech and pharma industry insights to support the sales team in KOL meetings to help close key opportunities. • Stay informed on industry trends and competitor activities to uncover new sales opportunities.

• Sales Development Representative (Outbound Sales + Marketing) role focusing on outbound prospecting, lead qualification, and securing meetings with potential clients. • Conduct high-volume outbound prospecting via phone, email, and social media. • Demonstrate a true hunter mentality by actively seeking new opportunities. • Qualify leads through consultative conversations, understanding their needs. • Schedule meetings and product demonstrations for Sales Representatives. • Build and maintain a robust pipeline of prospects through strategic research and targeted outreach. • Collaborate with the Sales and Marketing teams to optimize campaigns aimed at generating new leads. • Use market research and VoC to draft marketing campaigns for distribution. • Maintain detailed records of activities in the CRM system.

• Research target accounts and identify key decision-makers using tools like LinkedIn Sales Navigator and ZoomInfo • Run high-volume outbound outreach through cold calls, personalized emails, and social selling • Qualify leads using frameworks like BANT or MEDDIC to assess fit and business need • Book and hand off qualified discovery meetings and demos to Account Executives • Keep Salesforce CRM updated with accurate activity, pipeline, and lead status • Share feedback with Marketing on lead quality and messaging • Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with prospects • Hit monthly and quarterly metrics for calls, emails, meetings booked, and pipeline • Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals