• Qualify: In this role you will primarily be the first point of contact for customers wishing to make use of Actian’s AI-powered data visualisation tool, which enables end users and Business Analysts to transform raw data into interactive, actionable insights via dashboards and reports through an easy-to-use interface. • In this role, you will gather information needed to qualify the prospects and document the information into a winning sales plan in salesforce.com. These will consist of reaching out to new contacts in existing customer accounts who are using other Actian solutions, as well as by reaching out to users of our free BI tools and upgrading them to more powerful paid-for editions. Success in this role could result in career growth as a full sales cycle seller and/or transition to other sales roles in other Actian units. • Stay organized and synthesize and report learnings from your client interactions on a regular basis to sales management, account executives – and take ownership to convert small data points & interactions into a new sales opportunity working in a sales team environment, with SDRs, Account Executives, Technical Engineering, and Customer Success. • The Sales Development Representative is the ‘tip of the spear’ that makes the best first impression with all new prospective customers – you get the meeting & create the best first impression.

• Qualify:  Actian customers rely on our suite of Data Intelligence products to gain context, trust, and understand their data while ensuring that it is easily discoverable, usable, fresh and compliant with relevant governance requirements. • In this role, you will gather information needed to qualify the prospects and document the information into a winning sales plan in salesforce.com. These will consist of following up on attendees to webinars or in-person trade shows, reaching out to new contacts in existing customer accounts who are using other Actian solutions, as well as through outbound activities to net new logo accounts. • Stay organized and synthesize and report learnings from your client interactions on a regular basis to sales management, account executives – and take ownership to convert small data points & interactions into a new sales opportunity working in a sales team environment, with SDRs, Account Executives, Technical Engineering, and Customer Success. The Sales Development Representative is the ‘tip of the spear’ that makes the best first impression with all new prospective customers – you get the meeting & create the best first impression. • Utilize cutting-edge front-line sales & prospecting tools to creatively plan and connect with prospective customers • Prospect: Identify and prioritize accounts that are most likely to generate revenue based in your territory and teaming with local sales management, account executives, and Actian’s ideal customer profile.   You will have the most cutting-edge technology enabling prospect scoring/prioritization (example – digital web traffic, highly engaged prospects that require higher outreach) • Outreach: Plan how to get in touch with accounts and conduct outreach in a modern sales methodology and capacity.  Utilize best first impression across multi-channel selling to differentiate Actian (phone, email, social media). Call into strategic accounts with a defined requirement that you have identified via our demand analytics tools, and/or through your 1:1 research of the account needs via tools provided • Engage: Build relationships and generate engagement/awareness with key decision makers, adapting messaging to the different stakeholders, making sure they understand the value we bring and get excited about Actian’s cutting edge technology • Sell: discovery prospective customer pain points and be prepared to tell the Actian story & a few customers success stories to clearly differentiate why Actian is a game changer in multi-cloud data & analytics

- Handle inbound and outbound calls to engage and qualify property investment leads - Build rapport quickly and guide prospects through next steps with confidence - Book strategy calls, consultations, and Zoom sessions with the advisory or sales team - Maintain high show-up rates through structured reminders and personalised follow-ups - Qualify leads using defined client criteria and investment frameworks - Manage and update CRM pipelines, including: - Call logs - Lead notes - Status updates - Performance tracking - Use outbound dialers (e.g. Go High Level dialer or similar) for calling and follow-ups - Respond to inbound queries via phone, email, WhatsApp, SMS, or platform messaging - Prepare light daily or weekly reports (leads handled, calls made, appointments booked, show-up rates) - Collaborate closely with the sales/advisory team to refine scripts, qualification processes, and booking efficiency - Uphold brand tone, professionalism, and relationship-building best practices at all times

• Proactively prospect into DISA, 4th Estate, Army and COCOM federal accounts to generate net-new pipeline and expand opportunities within existing customers. • Identify, qualify, and advance early- and mid-stage opportunities using a value-driven, consumption-oriented sales approach. • Partner closely with Enterprise Account Executives to support complex sales cycles by multi-threading accounts and engaging technical and mission stakeholders. • Develop a strong understanding of Confluent’s platform, use cases, and competitive landscape to effectively position value in initial customer conversations. • Engage technical buyers, program managers, and mission owners to uncover data challenges related to real-time processing, hybrid environments, and modernization initiatives. • Support account strategy development by mapping stakeholders, tracking initiatives, and maintaining accurate pipeline data in Salesforce. • Collaborate with Solutions Engineering to coordinate technical discovery, demos, and proof-of-value motions for qualified opportunities. • Work with partner ecosystem teams to identify co-sell opportunities and accelerate pipeline creation. • Maintain disciplined forecasting and pipeline hygiene to ensure smooth handoff to AEs and predictable revenue outcomes.