• 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.

Path to AE • High-Impact Role • Healthcare Focus (Preferred) What We’re Looking For: Are you an experienced SDR/BDR who thrives on owning the top of the funnel, engaging senior decision-makers, and driving meaningful conversations? We're looking for someone who knows how to open doors—and keep them open. Why This Role Matters: You’ll be the first point of contact with some of the most influential leaders in healthcare. Your conversations set the tone for the entire sales process and help shape how we bring our solution to market. What’s In It for You: A clear promotion path to Account Executive after ~12 months of strong performance High-impact visibility—your work directly fuels our growth Opportunity to develop deep expertise in healthcare and commercial strategy Join a mission-driven team building solutions that truly matter Requirements Benefits Health benefits, remote-first flexibility, and mission-driven teammates who care deeply about fixing healthcare. Annual Salary: Base Salary: $80K – $100K • Offers Equity • Offers Commission *Salary is negotiable based on experience