• Execute outbound prospecting across phone, LinkedIn, email, and digital networking channels • Engage prospects through personalized, curiosity-driven conversations rather than scripted messaging. • Identify and qualify opportunities by uncovering pain points, ownership, timing, and willingness to engage • Build and manage outbound cadences targeting specific ICPs and industry vertical. • Maintain accurate and insightful activity tracking in Salesforce (prioritizing quality over quantity) • Schedule and coordinate meetings once genuine interest is established • Partner with sales leadership to refine messaging, targeting strategies, and outreach tactics • Participate in call reviews, coaching sessions, and continuous improvement initiatives • Stay proactive in learning about industry trends, customer challenges, and market dynamics • Contribute to improving outbound processes and overall sales development strategy

• Work across Newsela’s Sales organization to support aggressive growth by researching, prospecting through calls and emails, and qualifying leads in order to build pipeline for Sales Reps. • Respond to inbound inquiries and provide online product demonstrations that draw prospects into initial discovery calls. • Identify key needs that ultimately lead to qualified opportunities for our Sales team.

• Leverage research and tailored outreach to create new opportunities with both New Logo accounts and existing customers. • Outbound prospecting (Cold Calling, Emailing, LinkedIn) on strategic target accounts (most of quota is based on outbound prospecting) using concise, high-quality messaging built from account research. • Qualify all inbound sales leads from marketing campaigns and other inbound channels based upon specific lead qualification criteria. Apply strong question discipline and clarity to identify true fit and move the right opportunities forward. • Undertake research on business issues and conditions impacting targeted accounts and the identification and profiling of key contacts and other critical account information prior to outbound prospecting. • Learn and demonstrate a fundamental understanding of the company technology and solution. Clearly articulate the problems solved by our solutions, the capabilities and the advantages to prospective customers. • Support every core activity that drives the sales cycle, including forecasting, reporting, data management, and communication. • Lead discussions during Team Meetings and shares thoughts, learnings and ideas with the team on new strategies to elevate SDR team performance. • Monitor social media for relevant trends, keywords, and activity, and provide insights to the SDR, marketing and content teams. • Assist in onboarding new SDRs through mentoring and training on process, technology, and company. Be seen as a leader and problem solver for the team. • Co-own reporting within the sales tech stack and review insights weekly, suggesting any needed changes to process, people, or procedures. • Contribute to and lead team meetings on a monthly basis on topics relevant to the role. • Pipeline review with weekly team meeting • Other duties as assigned.

• Outbound Prospecting: Execute 80–100 manual dials per day to B2B prospects within the restaurant industry. • Appointment Setting: Qualify leads, handle complex objections, and successfully schedule meetings for the sales team. • Bilingual Communication: Conduct clear and professional outreach in both English and Spanish, providing translation support when necessary. • CRM Management: Maintain accurate records in the Close CRM, ensuring all calls are logged and lead data is cleaned or validated. • Process Optimization: Support light administrative tasks and provide feedback on lead quality to improve conversion rates. • Compliance: Maintain a high standard of professional conduct, ensuring DNC (Do Not Call) awareness and proper call logging protocols.