• Generate qualified pipeline by booking meetings and creating sales-accepted opportunities for the AE team. • Run outbound prospecting across email, phone, LinkedIn, events, and partner signals—structured, consistent, and measurable. • Research accounts and stakeholders (industry, triggers, contract workflows, compliance pressure) and tailor messaging that resonates with enterprise buyers. • Qualify leads using clear criteria (ICP fit, pain, urgency, stakeholders, next steps) and ensure clean handover to AEs. • Collaborate closely with AEs on target lists, account plans, multithreading, and sequencing to break into strategic accounts. • Work with Marketing on campaigns, messaging tests, and content that drives conversion. • Maintain excellent CRM hygiene (HubSpot): accurate notes, stages, next steps, and activity tracking. • Continuously improve outreach by testing subject lines, talk tracks, value angles, and personalization methods. • Travel: Occasional travel within DACH for team sessions, events, or key account meetings.

• Demonstrate basic functionality of our product. • Identify potential clients and generate new business opportunities for the company • Cold call potential clients to generate interest in our products and services • Send out personalized emails and LinkedIn messages to potential clients to nurture leads • Monitor appropriate social media groups/communities for potential leads • Schedule appointments with potential clients for the sales team • Provide accurate and up-to-date information on our products and services to potential clients, and this includes product and service demonstrations using presentation materials • Work with the sales team to develop strategies for lead generation and follow-up • Track progress towards meeting sales goals • Collaborate with the sales team to develop strategies for reaching sales targets • Use customer relationship management (CRM) software to manage leads and sales activities • Stay up-to-date on market trends, competition, and industry developments • Provide regular reports on sales activities and results to management.

• Leverage AI to dynamically adapt playbooks based on real-time intent, ensuring the team isn't just following a static, manual script to drive measurable productivity improvements. • Lead, mentor, and develop a world-class global Sales Development team with clear performance expectations and career pathways. • Define and own the global inbound and outbound Sales Development strategy aligned with quarterly and annual revenue goals to help increase pipeline amounts, win rates, and reduce CaC. • Drive SDR-sourced pipeline targets with accountability for quality, conversion, and ARR impact, not just activity volume. • Champion modern outbound tooling, including sequencing platforms, AI-driven personalization, intent data, and automation • Use data and analytics to refine targeting, messaging, and performance management • Continuously evaluate emerging technologies to increase scale without proportional cost growth • Partner with Marketing, Field Sales, Enablement, and RevOps to streamline lead motion, optimize routing, and increase conversion efficiency. • Own forecasting, capacity planning, performance modeling, and analytics to inform decisions and fuel continuous improvement. • Develop SDR managers as operational leaders who understand both sales economics and how to leverage new tools and trends, and people-first coaching.

• Own inbound speed-to-lead: respond quickly, qualify inbound interest, and schedule high-quality meetings. • Execute consistent outbound prospecting every week, regardless of inbound volume. Deliver a strong buyer experience through clear communication, storytelling, and discovery-driven conversations. • Research accounts and personas to tailor messaging that resonates in your region and language market. • Partner with your Drive Team to align on territory strategy, target accounts, and follow-through plans. • Drive pipeline that becomes qualified pipeline, validated by the Sales Rep and moved into active working pipeline. • Maintain accurate activity and pipeline tracking in Salesforce and engagement tools. • Continuously improve outreach and qualification through coaching, iteration, and market insights.