• Source new sales opportunities through networking, lead follow-up, and outbound calls/emails/marketing. • This will comprise 80+ dials per day, resulting in at least 5-7 conversations with ICP prospects. • Collaborate with sales leaders to identify named accounts for outbound prospecting. • Develop an understanding of the target organization's structure, buyers, pain points, key buying influences, program needs/timing, competitor incumbents, and other relevant information. • Secure at least 8 qualified discovery meetings per month, and hands off to Sales Executives for opportunity development and closure. • Track all sales activities in CRM system (Salesforce) and keeps current by updating new prospects and account information regularly. • This role will be expected to leverage and benefit from a variety of integrated CRM tools, such as Outreach, LinkedIn Sales Navigator, SalesIntel, Fellow, 6Sense, SalesForce.com, and many other tools to help you succeed. • Analyze sequences in Outreach.io to create new campaigns and GTM strategies. • Collaborate with the team regularly to develop winning messaging and reviews progress against named account strategies and tactics. • Continue to develop and increase sales skills and knowledge of SMG offerings and assigned industries.

• Generate interest, qualify, and convert a high volume of marketing leads into prospective customers • Achieve and push the limits of your quota, territory revenue, and growth objectives • Provide accurate lead distribution and thorough discovery to your assigned Account Executives • Identify and analyze target prospects based on market, firmographic, and product signals • Utilize Semgrep’s systems and sales enablement tools - such as Salesforce, LinkedIn, and Outreach for prospecting • Establish relationships with key stakeholders within Semgrep’s target accounts

• Focus 80%+ of your time on outbound calls and emails to engage SMB prospects. • Represent Applause with integrity, passion, professionalism, and a deep understanding of the product’s features and benefits. • Help cold prospects understand the value of Applause software, building awareness and interest. • Set qualified demos for interested SMB prospects to meet with AEs, facilitating pipeline growth. • Call trade show attendees, encourage booth visits, and follow up to nurture leads.

• Lead, coach, and develop a high-performing team of Sales Development Representatives to consistently meet and exceed pipeline and meeting targets. • Act as a player-coach, providing hands-on coaching through call reviews, deal and account strategy sessions, and ongoing skill development. • Collaborate with Marketing and Demand Gen to build alignment across the pipeline generation process • Own SDR onboarding and ongoing enablement, ensuring clear expectations, strong ramp, and continuous development. • Monitor and manage team performance through clear KPIs, including activity, conversion rates, pipeline creation, and attainment. • Forecast weekly, monthly, and quarterly team performance, proactively identifying risks and course-correcting as needed. • Foster a high-performance, inclusive team culture grounded in growth mindset, accountability, Radical Candor, and shared success. • Identify and implement improvements to scale efficiency through tooling, automation, and experimentation.