• Qualify and respond to inbound leads in a timely and structured manner • Engage with prospects via email, calls, and other channels to understand their needs • Schedule meetings and demos for Account Executives • Maintain accurate records of activities in HubSpot CRM • Collaborate with marketing and sales teams to optimize lead handling and conversion • Ensure adherence to defined SLAs for lead response and follow-ups • Continuously learn and effectively communicate Insightful’s value proposition • Meet and exceed monthly and quarterly pipeline targets • Assist the Marketing team and sales to help with timely follow-up on events and potential ABM efforts

• You research and qualify potential leads. • You proactively reach out to potential customers. • You help expand our cold-calling efforts. • You work with our CRM (Salesforce) to keep track of activities. • You coordinate appointments for our Sales Managers with interested companies. • You participate in regular (digital) team meetings.

• Support Shure’s top strategic integrators with technical expertise, demos, and product training • Work closely with engineering teams at partner organizations to answer technical questions and guide solution design • Collaborate with procurement, marketing, sales, and engineering leadership across multiple accounts • Join high-visibility events (sales kickoffs, education summits, federal summits, private tradeshows, webinars) and present confidently to large audiences • Create compelling presentation content - leveraging tools like Copilot when needed • Troubleshoot technical challenges and help partners navigate Shure’s ecosystem and resources • Serve as a force multiplier for the Strategic Channel Leader across day‑to‑day support and major events

Job Summary The M&A Sales Development Representative is a strategic growth role at Intelligent Technical Solutions (ITS), focused on identifying and engaging potential acquisition targets. Unlike traditional sales, this role centers on building high-level relationships with IT business owners and industry brokers to discuss the future of their organizations. Your primary goal is to act as a professional ambassador for ITS, initiating conversations that lead to successful mergers or acquisitions. The ideal candidate is a disciplined, remote-first professional who values meaningful engagement over scripted outreach and can communicate with executive-level presence. Job Responsibilities - Strategic Conversation Management - Initiate and maintain high-volume outreach to achieve a minimum of 40 quality conversations per day with business owners and decision-makers. - Broker & Intermediary Networking - Proactively identify and engage with business brokers to build a long-term deal flow of "off-market" acquisition opportunities. - Growth-Focused Outreach - Communicate the ITS value proposition as a strategic partner, focusing on how companies can join or merge with us to enhance their cybersecurity and operational scale. - Target Qualification - Vet potential acquisition targets based on core criteria, including headcount, existing IT infrastructure, and their openness to strategic transition. - Smart Outreach for High Conversion - Execute personalized "Smart Outreach" strategies (deep research and tailored follow-ups) specifically for 2nd First Time Appointments (FTAs) to ensure high-quality deal flow. - Resilient Objection Handling - Navigate common industry pushback by shifting the focus from "selling a service" to "exploring a strategic partnership or exit strategy." - Pipeline Stewardship - Manage the hand-off of qualified leads to the M&A Director, ensuring the relationship remains warm until the discovery meeting actually takes place. - CRM Accuracy - Maintain meticulous records in HubSpot, capturing business intelligence and conversation history to support the long-term M&A pipeline. Job Qualifications - Professional Presence: Comfortable engaging directly with business owners, CEOs, and seasoned business brokers. - Outbound Experience: 2+ years in a high-volume outbound role. Business development, recruitment, or similar where building relationships from scratch was part of the job. - Resilience & Discipline: Consistent and self-directed. Able to hit targets in a remote environment, manage a pipeline with minimal supervision, and treat setbacks as part of the process. - Strong Communication: Exceptional verbal and written English, with the ability to explain complex concepts (like M&A or Cybersecurity) in a clear, relatable way. - Technical Adaptability: A fast learner who can quickly become comfortable with MSP terminology and basic financial concepts (e.g., EBITDA, recurring revenue). - Tool Proficiency: Hands-on experience using HubSpot for CRM and ZoomInfo for lead intelligence, or similar tools, is a must. - Collaborative Spirit: A team player who aligns with ITS Core Values. Preferred Qualifications - Experience in the Managed Service Provider (MSP) or Cybersecurity industry. - Previous experience in "Buy-Side" M&A lead generation or business brokerage. - Background in professional services recruitment.