• Master of Salesloft, Salesforce, LinkedIn Sales Navigator, ZoomInfo, MiEdge • Research targeted consulting firms to identify key contacts and critical account information • Utilize research to identify the target audience and craft personalized outreach to engage with qualified prospects • Update and create marketing content for educating clients, through outbound reach-out via email, LinkedIn, video conferencing, and phone • Organize meetings for Sales Directors, owning the process of setting up invites and coordinating key stakeholders for each meeting • Initiate events and group conferences with key contacts and consulting offices - manage from start to finish (planning, implementation, follow-up, and reporting) • Organize and participate in marketing activities - LinkedIn marketing campaigns, email campaigns, conferences and events • Collaborate with peers and managers to identify ways to improve workflows for efficiency

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are looking for a Business Development Representative to join our growing sales team. In this role, you will be responsible for managing and qualifying inbound demand from Commercial accounts. This role serves as the first point of contact for prospective customers, ensuring timely engagement, effective qualification, and proper routing to Commercial Account Executives. What You Will Do - Inbound Lead Management - Respond rapidly to all inbound MQLs (pricing and demo requests, content downloads, AIStor trial downloads, etc.). - Qualify inbound leads for ICP alignment, workload fit, storage scale, environment, and project timing. - Schedule and confirm qualified meetings for Account Executives. - Document all research learnings and call notes clearly within CRM to ensure strong AE handoffs. - Live Chat Engagement - Serve as primary responder for website live chat inquiries. - Engage prospects in real time to understand use case and urgency. - Convert chat conversations into qualified meetings. - Escalate deeper technical questions to Sales Engineering when appropriate. - Paid Digital & Campaign Follow-Up - Follow up on leads generated from paid media campaigns. - Prioritize high-intent digital responses. - Provide feedback to marketing on lead quality and trends. - Event Recruitment & Follow-Up - Support pre-event meeting recruitment and post-event follow-up. - Schedule commercial meetings tied to webinars, field events, and conferences. - Track event-driven pipeline outcomes. - Lead Routing & Assignment - Assign inbound leads to the appropriate Account Executive based on territory and segmentation. - Ensure accurate and clean handoffs with complete context. - Maintain SLA adherence for inbound follow-up. - CRM & Reporting - Maintain strong CRM hygiene and data accuracy. - Track qualification outcomes (meeting held, disqualified, recycled, etc.). - Provide insights on inbound conversion trends. Success Metrics - Meetings held (not just scheduled) - Meeting-to-Stage 1 opportunity conversion rate - Speed-to-lead response time - Live chat conversion rate - AE acceptance rate of meetings - Lead routing accuracy - CRM data completeness Qualifications - 1–3 years of experience in BDR/SDR, inbound sales, or demand qualification. - Experience in B2B technology (infrastructure, cloud, SaaS, or enterprise software preferred). - Strong written and verbal communication skills. - Comfortable handling live chat and real-time prospect engagement. - Experience with CRM platforms (e.g., Salesforce) and marketing automation tools. - Ability to understand technical concepts at a high level. - Familiarity with cloud infrastructure, object storage, AI/ML, or data platforms. - Understanding of qualification methodologies (e.g., MEDDICC, BANT). - Highly responsive, organized, and detail-oriented with strong CRM discipline. - Data-driven mindset focused on conversion improvement. - Spanish proficiency a plus. Benefits - Health Care Plan (Medical, Dental & Vision) - 401K with 3% Contribution - Pre-IPO Stock Options - At least 12 Public Holidays - Flexible Time Off

• Support the continuous improvement of internal materials, templates, and documentation to increase the efficiency of business development efforts • Oversee the archiving, updating, and centralization of key business development resources (case studies, capabilities decks, etc.) • Monitor and coordinate workflow between internal teams to ensure timely completion of sales‑related tasks • Support the development and completion of Request for Information (RFI) responses • Act as the primary liaison between Evidence Solutions and the AQ Proposals Team • Oversee pipeline maintenance, lead reporting, and monitor key metrics within Salesforce • Manage intake and coordination of RFP requests • Support marketing initiatives as directed • Manage RFP and vendor platforms related to proposal requests and submissions • Perform additional ad hoc operational and administrative activities as directed

Alliances Leader We are looking for an Alliances Leader to help us support our continued growth. The Alliance Leader’s purpose is to grow the number of new logos and revenue for Coastal by developing new clients and expanding services within existing clients through strategic alliances, with a primary focus on the Salesforce ecosystem and complementary partners such as Snowflake and other strategic technology alliances. This role reports directly to the Chief Growth Officer and partners closely with Sales, Industry Leadership, Marketing, and Executive Leadership to align alliance strategy to Coastal’s go-to-market priorities. Role Responsibilities: - Partnership Champion and Matchmaker: Develop, prioritize, and measure strategic partner relationships - across Regions and Strategic Industries. Advise Directors and sales leadership on partner selection, KPIs, joint value propositions, and win-win strategies for both near-term impact and long-term growth. - Build Mindshare: Design and execute strategies to keep Coastal top-of-mind with partners, including partner communications, joint sales plays, presentations on partner team calls, and participation in strategic account planning sessions. - Uncover Channel Opportunities: Build and uncover partner-sourced pipeline through sales developmentactivities, account mapping, and whitespace analysis. Forecast, track, and report partner-sourced pipeline and revenue across Regions and Strategic Industries. - Account Planning Alignment: Plan and facilitate strategic account planning sessions that align Coastal, partner, and customer objectives, leveraging data insights and a holistic ecosystem perspective to accelerate deal velocity and expansion opportunities. - Go-To-Market: Execute alliance channel goals within Coastal’s Industry GTM strategies, working closely with Industry, Geo, and Sales teams to drive measurable outcomes against mutual targets. - Salesforce & Strategic Alliance Metrics: Own key partner success metrics, including Salesforce Joint ACV, Partner Project Metrics, AppExchange Navigator rankings, and performance measures across strategic partners such as Snowflake. - Sponsorship & Co-Innovation: Create sponsorship and co-marketing opportunities by developing joint events, initiatives, and GTM motions with partners that result in profitable growth for Coastal. - Revenue Accountability: Own partner-sourced pipeline targets and materially influence closed-won revenue through alliance-led opportunities. Experience/Skills Required: - 5+ years of experience in Salesforce consulting, enterprise sales, or alliance leadership within a Salesforce System Integrator (SI), ISV, or strategic technology partner ecosystem - Proven experience building and scaling alliance relationships within the Salesforce ecosystem, with exposure to strategic partners such as Snowflake or adjacent data and cloud platforms - Demonstrated ability to collaborate across Sales, Marketing, Industry, and Executive teams to drive revenue growth - Willingness to travel as needed - Must have full-time permanent US work authorization - Additional Preferred Experience/Skills: - Bachelor’s Degree preferred, or equivalent experience - Salesforce Certification preferred Why Coastal, and what we offer: - Flexible working hours with an emphasis on a life-work balance (in that order!) - Fully remote work; “Live by the beach, work in the Cloud,” plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY - Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage - Competitive quarterly and annual bonus opportunities - Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses - A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more - Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events, and the Holiday Party to Top All Holiday Parties - Quarterly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance - Opportunities for accelerated growth, networking, and career guidance and support - Trust, transparency and respect across all levels of the company Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.