• Your main objective is to generate qualified appointments that turn into sales opportunities for our Account Executives, who are responsible for closing deals. • Collaborate closely with Account Executives on prospecting strategies and build strong BDR x AE tandems — cohesion and solidarity are key! • Phone prospecting to secure as many qualified meetings as possible in a stimulating and challenging environment. • Complement phone outreach with multi-channel campaigns (email and LinkedIn) — build creative strategies to optimize the lead generation process. • Conduct qualification meetings, or even end-to-end sales cycles in the Mid-Market / Enterprise segment.

• Executing sales strategy by identifying customer needs and selling the appropriate managed services solutions. • Developing business through multiple marketing and sales techniques including but not limited to cold calling, conducting in person meetings, and partnering with account managers. • Maintaining a targeted understanding of customers’ business showing the ability to establish customer needs, buying cycles, and craft positive relationships to effectively drive sales and repeat business. • Meeting or exceed ACV (Annual Contract Value) goals as defined by management. • Adhering to sales process including pipeline development and accurate forecasting via internal tools. • Performing extensive proposal writing and prepares sales information for customers. • You will lead ongoing customer account relationship to include updating account information in company systems and resolving customer satisfaction issues. • You will work with inside sales team to ensure that quotes are provided and order requests are processed accurately and with engineering team to accurately scope projects. • You will Develop and maintain solid business relationships within the various decision-makers and influencers at each target account. • Understand each target customer’s business model, map their organization and identify their unique technology needs. • You will perform deep analysis of account base including “heat maps” to figure out key areas of opportunities. • You will develop & execute marketing and business plans to drive revenue and profits. • You will work with sales leadership and team to provide feedback, develop specific vendor relationships, and advance new company initiatives. • Presents a Quarterly Business Outlook (QBO) to Sales Leader each quarter which will focus on past performance and expectations of current quarter, analysis of pipeline, key wins, and personal improvement goals. • Use monthly forecasting and pipeline management to handle sales growth management to handle sales growth.

• Lead full-cycle sales and business development: identify, engage and convert new prospects into customers. • Strategic territory and pipeline growth: define and execute strategic qualification routines, build segmented pipelines from your territory, and prioritise opportunities that deliver high value. • Consistently achieving sales KPIs and targets: work towards daily, weekly and monthly targets. Accountability will be important to help you succeed. • Trusted advisor engagement: conduct insightful discovery and product presentations, consulting on clients’ business and commercial goals, and present proposals to clients in a professional and confident manner. Negotiate contracts as required, maintaining a balance between optimal service and value for the client and SiteMinder's profit margins. • CRM ownership & intelligence: maintain disciplined CRM practices to ensure pipeline, forecasts, reporting, and customer insights are accurate and actionable. • Collaborate across functions: partner with Onboarding, Marketing, Product and Customer Success teams to refine market messaging, feedback loops, and go-to-market strategies that will improve our competitiveness. • Representing the company: work with local industry groups and travel associations to promote SiteMinder’s products and brand. Attend key functions and events, support webinars and other tactical initiatives to raise brand awareness, requiring occasional travel to client locations to attend meetings with relevant managers.

• Vetting and qualifying inbound leads from our marketing team • Meet or exceed defined Service Level Agreements (SLA) • Sourcing, vetting, and engaging contacts at enterprise accounts via cold calling, emailing, and social outreach • Conducting in-depth account research for personalization of outreach • Generate qualified leads processed as Contacts accepted in the CRM system