• Contribute to growth and innovation in serving our scientific community. • Identify new business opportunities, develop strategic partnerships, and create market strategies across multiple divisions and regions. • Work closely with cross-functional teams, analyze market trends, develop comprehensive business plans, and build strong relationships with key stakeholders, channel partners, and industry leaders. • Expand market presence while maintaining commitment to enabling customers to make the world healthier, cleaner, and safer.

• Own new business acquisition within assigned territory, with a primary focus on hunting, prospecting, and converting Biotech opportunities. • Develop and execute targeted account entry strategies to penetrate early and mid-stage Biotech companies. • Identify customer pain points and proactively create demand for integrated CDMO solutions across drug substance and drug product • Drive the full sales cycle from initial outreach through deal negotiation and contract execution. • Lead complex, multi-site and multi-service deal structuring, pricing discussions, and negotiations. • Build strong executive-level relationships with scientific, technical, and business decision makers. • Partner cross-functionally with subject matter experts, operations, finance, legal, and program teams to deliver competitive, differentiated proposals. • Maintain a robust and actionable pipeline with disciplined forecasting and CRM hygiene. • Stay ahead of market dynamics, competitor activity, and emerging Biotech trends to inform pursuit strategy. • Represent Thermo Fisher in senior-level customer meetings, industry events, and site visits across the global network.

Role Description As a BDR, you're the first human touchpoint for the data leaders, architects, and engineers we want to work with. You'll research target accounts, run multi-channel outbound campaigns, qualify inbound interest, and book discovery meetings for our Account Executives. This is a foundational seat with a clear path into AE, Sales Engineering, Customer Success, or Marketing for top performers. - Prospect into a defined list of mid-market and enterprise accounts already running modern data stacks (Snowflake, Databricks, BigQuery, dbt). - Run thoughtful outbound sequences across email, phone, LinkedIn, and video to engage Data Architects, Heads of Data, Analytics Engineering leaders, and CDOs. - Qualify inbound leads from the website, trials, content downloads, and events using our qualification framework. - Hold credible, technically-aware conversations about data modeling pain points — schema sprawl, governance gaps, dbt documentation, migration projects, AI readiness — and connect them to SqlDBM's value. - Book qualified discovery meetings for AEs and ensure clean handoffs with strong context. - Keep HubSpot pristine: every account, contact, activity, and next step logged. - Partner with Marketing on campaign feedback, ICP refinement, and event follow-up. - Hit and exceed monthly quotas for qualified opportunities and pipeline generated. Qualifications - 1+ years in a BDR/SDR or comparable customer-facing role at a B2B SaaS company (data, analytics, or developer tools a plus; new grads with standout aptitude welcome). - Strong written communication — you can write a cold email that doesn't sound like a cold email. - Comfort with technical buyers. You don't need a CS degree, but you should be able to learn what a data warehouse is, why data modeling matters, and hold your own in a conversation with a Senior Data Engineer. - Curiosity and grit: you research before you reach out, you iterate on what's working, and you don't flinch at a full pipeline of activity. - Familiarity with sales tooling (Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, Gong, Apollo or ZoomInfo). - Self-directed in a remote-first environment, organized, and coachable. Requirements - Experience selling into data, analytics, or developer-tooling personas. - Familiarity with the modern data stack (Snowflake, Databricks, BigQuery, dbt, Fivetran, Looker). - Multilingual ability for EMEA or LATAM territories. Benefits - Competitive base salary + performance-based incentives aligned with customer retention and expansion. - Opportunity to work with some of the largest, most influential data-driven organizations globally. - Remote-first work environment with travel opportunities for key customer engagements. - Work alongside industry leaders and a world-class product team at the forefront of data innovation. - Strong career growth trajectory in a rapidly scaling enterprise-first SaaS company. - Comprehensive benefits package tailored to your location, including complimentary health coverage for employees and eligible dependents, and 401k contributions in accordance with local laws and practices. - In the U.S., this includes employer-sponsored medical, dental, vision, life insurance, short- and long-term disability, and a 401(k) plan. - SqlDBM offers generous compensation plans, company stock options, and employer-sponsored benefits that vary based on your country of employment and applicable local regulations.

• Develop, drive, and continuously improve a targeted channel strategy across national and regional partners • Create, execute, and track business plans with measurable goals, ROI-driven marketing initiatives, and scorecard reporting for reselling partners and MSPs • Expand partner reach, increase brand awareness, and deepen penetration in key accounts. • Ensure alignment between corporate objectives and partner execution, including clear metrics and KPI tracking • Recruit, onboard, and optimize strategic MSP/MSSP partners to support recurring revenue growth and differentiated managed security service offerings • Manage large renewal and recurring revenue baselines • Build and maintain executive-level relationships to influence long-term partner investment and prioritization • Serve as a trusted advisor on Thales cybersecurity solutions • Maintain working knowledge of relevant platforms (e.g., PAX-8, Crossbeam) • Collaborate with internal product, engineering, and security teams for effective market positioning and compliance alignment • Drive partner-sourced pipeline and revenue growth across priority verticals • Provide regular reporting to senior leadership on pipeline health, forecasting, and partner performance • Represent Thales at industry events, partner forums, and executive briefings • Work closely with Sales, Marketing, Product, and Operations to deliver integrated go-to-market initiatives • Build, implement, and execute training, enablement, and support plans in line with channel requirements and goals • Communicate Thales Channel Programs and Promotions effectively • Foster networking and relationship building within the distribution and MSP community at all levels