• Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities • Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals • Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts • Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads • Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers • Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads • Work with Partners within territory to do account mapping and strategize in accounts to open opps • Work with Marketing on key events within region to help with registration of the events to drive attendance • Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms • Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success • Work with the QCRs you are assigned to and help collaborate on territory plans

• Identifies and develops new leads and opportunities • Utilizes all available sales prospecting tools, systems, and resources to build and maintain a robust sales pipeline • Creates, maintains, and communicates sales activity and customer development reports • Follows the sales playbook from initial prospecting through opportunity qualification • Works with assigned company accounts to develop relationships, identify needs, and support ongoing sales efforts • Enters all customer interactions into the CRM system throughout the day • Maintains and updates the company sales database to support sales initiatives and data integrity

• Identify, engage, and qualify leads from various marketing channels (e.g., website, conferences, etc.) and ensure they align with the company’s solutions. • Conduct direct outreach to engage new leads while prospecting into a technical audience, applying a deep understanding of the B2B sales cycle, and effectively handling objections. • Analyze lead generation trends and optimize outreach efforts based on feedback and performance metrics. • Utilize phone, email, and social selling techniques to connect with key decision-makers, delivering compelling value propositions tailored to their needs. • Serve as a liaison between marketing and sales, actively engaging in marketing campaigns, analyzing trends, and collaborating with Account Executives to nurture key prospects and facilitate a seamless transition from prospecting to closing. • Engage new leads through direct outreach while developing a broader understanding of the B2B sales cycle, including prospecting into a technical audience and handling objections. Required to consistently meet or exceed assigned quotas for Booked Meetings and Sales Accepted Leads (SALs) contributing to overall revenue growth. • Consistently track and report key sales development metrics, including conversion rates, meeting attendance, and engagement trends. • Use a variety of sales tools (SalesForce, etc.) to maintain and record detailed and accurate records of customer interactions and pipeline.

• Perform active outbound prospecting daily • Build lists of potential clients and identify ideal profiles • Make first-contact calls to cold leads • Qualify potential clients according to internal criteria • Schedule sales meetings with leads ready to close • Log interactions and pipeline in the CRM • Ensure a consultative, courteous approach aligned with the lead’s stage