• Leads and oversees a regional/district sales team to achieve established sales targets • Implements day-to-day sales activities aligned with the organization’s overall sales strategy • Develops and executes business strategies for existing and prospective accounts • Builds and maintains strong relationships with key account personnel to support sales, service, market development, and clinical programs • Identifies growth opportunities, conducts competitive analysis, and introduces new programs and processes to increase market share • Coaches sales representatives on product knowledge, marketing initiatives, sales promotions, and effective selling techniques, while aligning with UK&I business priorities

Role Description The Sales Development Representative (SDR) will play a crucial role in generating qualified business leads, building initial relationships with clients, and managing leads through the front end of the sales cycle, along with supporting the team in setting up demos. This position requires a proactive individual who is passionate about sales, has excellent communication skills, and can effectively manage multiple tasks. This role will work closely with both the sales and presales teams to ensure that we achieve our revenue goals. This is an excellent opportunity for an ambitious individual to start their career in sales and make a significant impact in a fast-paced and exciting industry. This role will be working at the intersection of sales, technology, and innovation. This is an opportunity to join our growing team and learn from top-notch industry leaders. This role is ideal for developing your skills for a future role in presales or sales. This is a remote U.S.-based position. Business travel up to 20% may be required. Responsibilities - Lead Generation and outbound prospecting: - Research and identify potential leads using Salesforce, LinkedIn, and other demand generation solutions, through various channels, including online research, social media, and industry events. - Contact and qualify potential customers (40-50 phone calls per day) along with email campaigns (30 emails per day). - Setup appointments and follow up on leads. - Track progress towards meeting sales goals. - Maintain and update the lead database in Salesforce, ensuring accurate and up-to-date information. - Collaborate with the marketing team to create and execute lead generation campaigns. - Attend trade shows and industry events as required. - Sales Support: - Assist the sales team in setting up and coordinating product demos and presentations for sales calls and events. - Prepare and customize sales materials and presentations to address specific client needs. - Provide administrative support to the sales team, including scheduling meetings, preparing reports, and managing sales documentation. - Track and follow up on sales leads, ensuring timely and effective communication. - Maintain accurate and up-to-date records of all sales activities and interactions in the CRM system. - Provide regular reports on lead generation and qualification metrics. - Presales Support: - Assist the presales team in setting up and coordinating product demonstrations and presentations for client meetings and marketing events. - Assist the team in RFX proposal preparation, market research, and data analyses. - Facilitate communication between stakeholders in multiple time zones. - Coordinate meetings and demos for stakeholders in multiple time zones. - Gather feedback from the presales and sales team on the quality of leads and the effectiveness of the qualification process. Use this feedback to refine prospecting and qualification strategies. - Business Operations: - Support day-to-day operational tasks, including scheduling cross-functional meetings, tracking KPIs, and updating reports. - Assist based on business needs with marketing activities including creation and coordination of marketing collateral, social media posts, white papers, presentations, and other content to support brand visibility and sales outreach efforts. - Partner with Finance for travel budgets, team spend tracking, and ad hoc reporting. - Identify process improvements to streamline workflows and increase efficiency across the team. - Stay on top of industry trends. Qualifications - Bachelor’s degree in Business, Marketing, or a related field. - 1+ years of experience in sales support, lead generation, or a similar role. - Strong research and analytical skills. - Excellent verbal and written communication skills. - Ability to build and maintain relationships with various stakeholders. - Proficiency in Microsoft Office Suite and CRM software. - Ability to work independently and as part of a team. - Strong organizational skills and attention to detail. - Ability to handle multiple tasks and meet deadlines. - A desire to learn and grow in the sales field. - Must be authorized to work for any employer in the U.S. - Able to business travel up to 20%. - Flexible schedule to accommodate occasional evening meetings, calls, and participation in demonstrations as needed. Preferred Qualifications - Experience in the enterprise software SaaS industry. - Experience with Enterprise Resource Planning (ERP) solutions, Supplier Relationship Management (SRM) solutions, and Supply Chain Management (SCM) solutions preferred. - Experience in Design to Pay solutions. - Experience with LinkedIn and Salesforce lead gen tools and techniques. - Knowledge of the manufacturing and/or procurement industry. - Experience working with international and cross-functional teams. Benefits - Top-notch medical, dental, vision, and prescription coverage. - Wellness program. - Parental leave. - 401K match and savings plan. - Flexible spending accounts. - Life insurance. - Paid Holidays. - Paid Time off. - Additional benefits.

• Deliver consistent year-over-year sustainable market share growth within the assigned Heavy and Handling portfolio of business • Effective new market share pipeline development and management • Drive new business opportunities by meeting with customers, discovering their needs and managing the internal and external action items quickly and professionally • Build and sustain strong external partner relationships: building relationships laterally and vertically in a customers organization will ensure you grow and maintain your business optimally • Build and sustain strong internal partner relationships: Partner with cross-functional groups such as engineering, pricing, quality, customer service, accounting, and demand chain in a way that delivers a world-class customer experience • Maintain effective and strong business management practices • Build and maintain you personal territory strategy, pipeline and sales outlook • Find and utilize market trends to advise your internal team and external customers • You are the project manager for your customers and new opportunities • If you uncover opportunities and manage the action items quickly and professionally internally and externally is what will make you the most effective • The more stakeholders in more departments that you can get invested and motivated in your opportunity, the more likely it will be won • The more needs you can meet at your customer also will drive a sustainable partnership and not just a transactional relationship • You have an internal team of engineering, customer solutions, pricing and demand chain who are also invested in the growth of your customers in Heavy/Handling • Motivating, organizing and utilizing your teams talents, skills and directives is critical to your success and advancement • You will be measured on the quality and momentum of your sales pipeline (the process) as well as the growth in sales and market share (the results)

Role Description We are seeking a visionary, high-performing, and experienced Global VP of Commercial Sales located on the East Coast to lead, scale, and unify our international commercial sales organization. As a key member of our global leadership team, you will own the overarching strategic direction, execution, and growth of our market share within the Life Sciences sector worldwide. You are a master of high-velocity sales execution. You know how to build, operationalize, and scale repeatable sales playbooks that optimize the entire funnel for commercial segments. You are an inspirational leader who can balance international market strategy with a hands-on approach to coaching distributed sales teams, driving transaction volume, and expanding our global footprint in a high-growth environment. Key Responsibilities - Global Revenue Leadership: Own and execute the global commercial sales strategy to meet and exceed ambitious corporate ARR targets, managing worldwide pipeline generation, international market penetration, and high-velocity deal execution. - Playbook Development: Architect, implement, and continuously refine scalable, metrics-driven sales playbooks tailored specifically for the SMB and Mid-Market segments to shorten sales cycles and increase conversion rates. - Global Team Scaling & Mentorship: Hire, develop, and inspire a world-class, multi-regional team of Account Executives and sales professionals, instilling a unified high-performance culture rooted in high activity, accountability, and sales excellence. - Strategic Market Positioning: Leverage your deep industry knowledge to position Dot Compliance as the premier QMS choice for pharma, biotech, and medical device companies worldwide, ensuring our value proposition resonates clearly in high-volume market segments. - Cross-Functional Collaboration: Partner closely with Marketing, Product, and Revenue Operations to align on international inbound/outbound GTM strategies, optimize lead routing, and ensure frictionless velocity from MQL to closed-won. - Data-Driven Forecasting: Establish rigid forecasting accuracy and pipeline management practices across all global territories, leveraging revenue tools to provide executive leadership with clear, unified visibility into international transactional volume and market performance. Qualifications - Deep familiarity with the Quality and Life Sciences space, including a strong understanding of how international pharmaceutical, biotech, and medical device companies operate, including their global regulatory and compliance pain points (e.g., FDA, EMA, GxP). - 10+ years of professional sales experience, with a significant portion dedicated to B2B SaaS commercial sales leadership on a global scale. - Proven success in building and executing highly repeatable sales processes for SMB and Mid-Market transactional deals, moving prospects efficiently through the funnel. - Strong track record of building, scaling, and managing high-performing global sales organizations, including remote and international teams across multiple geographies. - Experience leading managers and second-line leaders, developing leadership talent, and creating scalable structures that support sustained growth and operational excellence. - Ability to design long-term global revenue strategies while remaining agile enough to dive into the trenches to coach reps on negotiation, qualification, and closing techniques. - Outstanding communication, presentation, and negotiation skills, with the ability to articulate complex regulatory tech value propositions simply and effectively across diverse cultures and buying personas. - Located on the East Coast, ideally near major life science hubs like Boston, NJ/NY, or the Research Triangle, to effectively bridge and manage communication between North American and international teams. Great Attributes - Existing relationships with key decision-makers (Quality, IT, Operations) within SMB and Mid-Market Life Science companies globally. - Experience navigating early-to-mid stage startup environments through rapid international scaling phases. - Familiarity with Salesforce-centric go-to-market environments. Company Description Dot Compliance is a leading provider of cloud Quality and Compliance management solutions for the life science industry. Dot’s SaaS solutions are based on the world’s most innovative cloud technology provider, Salesforce.com. We are a young and innovative software company looking to dramatically change how pharma, biotech, and medical device companies manage their quality and compliance-regulated processes.