• Engage with the local commercial real estate community, meeting with brokers, designers, and other influencers in the office furniture purchase decision • Map the local commercial real estate ecosystem and track progress vs. goals in HubSpot (e.g. number of brokers engaged within target brokerages) • Run daily outreach across multiple channels (ie phone, email, LinkedIn, direct mail etc) • Activate a quarterly field calendar (breakfasts, events, showroom tours etc) • Leverage our Manhattan showroom for client tours • Co-create broker & A&D kits (one-pagers, case studies) to drive referrals • Launch and optimize a broker referral program (tiers, talk tracks, incentives, deal registration process) • Run monthly market pipeline reviews, identifying opportunity areas, risks and action plans • Co-create thought leadership activities that drive attendance and build relationships

• Build pipeline & engage prospects • Generate qualified revenue pipeline by setting introductory meetings with target influencers and decision-makers across energy and commodities markets. • Proactively identify and engage new and existing accounts through a combination of outbound calling, personalized email, and social outreach. • Qualify inbound and outbound leads by understanding customer needs, priorities, and alignment with Zema Global’s solutions. • Understand the market & customer challenges • Research prospect organizations, industry trends, and use cases to deliver relevant and thoughtful outreach. • Develop a strong understanding of Zema Global’s products, data capabilities, and the challenges faced by energy and commodities businesses. • Capture insights from prospect conversations and share feedback with Sales and Marketing to refine messaging and targeting. • Collaborate & Execute • Partner closely with Sales Executives to ensure a seamless handover of qualified opportunities. • Work with Marketing on campaigns, follow-up strategies, and lead engagement across the funnel. • Collaborate with cross-functional teams, contributing to a culture of continuous learning and shared success. • Operate with Discipline & Curiosity • Maintain accurate and up-to-date records in CRM and sales engagement tools. • Manage time and priorities effectively in a fast-paced, high-growth environment. • Test new approaches, learn from outcomes, and share best practices with the wider SDR and sales team.

• Strategize and collaborate with the Sales team to identify target accounts and refine messaging strategies. • Conduct comprehensive research on target accounts to identify missing data and personalization opportunities. • Capture, manage, and analyze data metrics within Salesforce CRM systems to drive informed decision-making. • Integrate marketing content and buyer intent data into prospecting activities to enhance engagement and conversion rates. • Utilize Outreach sequences to streamline prospecting tasks and maintain organized workflows. • Implement Account-Based Marketing (ABM) and omnichannel methods to engage with multiple personas across diverse channels. • Meet or exceed prospecting activity KPIs (Sequencing, Calls, Videos, LinkedIn, Emails). • Align with the defined sales development team process for prospecting, hosting discovery calls, and passing qualified leads to Sales. • Nurture and track accounts showing promise for future pipeline development, prioritizing inbound leads and effectively managing and qualifying leads generated by Marketing. • Drive event attendance through proactive outreach and follow-up, converting event leads into qualified opportunities. • Participate in team prospecting challenges, continuous improvement sessions, and LinkedIn posting activities. • Share proven techniques and best practices with sales development team members to foster collective growth and success.

• 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. • Leverage research and tailored outreach to create new sales 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. • Undertake research on business issues and conditions impacting ICP 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. • Contribute to team meetings on a monthly basis on topics relevant to the role. • Other duties as assigned.