• Prospecting & Outreach: Identify and engage potential leads (companies with 150–5,000 employees) via calls, email, and LinkedIn • Lead Qualification: Assess fit and readiness of inbound and outbound leads • Lead Research: Support lead generation by identifying relevant companies and contacts • Team Collaboration: Work closely with your AE/SDR cluster to optimize outreach • CRM Management: Keep HubSpot activity and data organized and up to date • Skill Development: Grow through regular feedback, coaching, and structured learning

• Conduct **high-volume outbound cold calls** to prospective clients • Identify and **qualify potential leads and decision-makers** • Schedule meetings for the sales team with qualified prospects • Execute **multi-channel outreach campaigns** including: • Cold calling • LinkedIn prospecting • Email marketing • SMS outreach • Research target accounts and personalize outreach strategies • Consistently **meet or exceed outreach and meeting quotas** • Maintain accurate records of outreach activities in the CRM • Collaborate with the sales team to improve messaging and conversion • Continuously experiment with **creative prospecting techniques**

• Generate leads and schedule appointments for product presentations and sales pitches. • Arrange and coordinate meetings between prospective customers and closers. • Attend sales team meetings and training sessions as directed by management. • Following up with potential customers who expressed interest but never committed to move forward in the sales process. • Consistently increase product knowledge by consuming the content in the sales training center. • Participate in daily sales syncs via zoom to discuss sales initiatives, study sales call game tape, and strategize around the pipeline. • Engage in question led discovery dialogue to identify challenges, pain points, and gaps that create the need, desire, & urgency for WFS offers. • Build relationships with leads, using a consultative sales approach to understand their goals, objectives, and dominant buying motives. • Utilize WFS sales material to ensure leads consume content prior to showing up to the call with a closer • Achieve or exceed sales appointment quotas and targets, consistently meeting or exceeding sales performance expectations. • Adhere to CRM best practices to track and manage sales activities, including lead management, follow-up, and accurate forecasting. • Collaborate with cross-functional teams to ensure a seamless and successful sales process. • Display WFS core values at all times to contribute to a high performance culture.

• Lead, coach, and develop a team of SDRs (including both full-time employees and agency partners), fostering a high-performance, inclusive, and accountable team culture • Set clear goals and expectations, and provide ongoing mentorship and professional development to unlock individual and team potential • Own SDR team performance against pipeline and activity targets, proactively identifying gaps and driving solutions to achieve ambitious growth goals • Partner closely with Sales, Marketing, and Business Operations to align on targeting, messaging, and campaign strategy—ensuring a cohesive go-to-market motion • Refine and scale outbound strategies, incorporating best practices, data insights, and experimentation to continuously improve results • Pioneer innovative approaches (e.g., leveraging technology and AI) to enhance SDR productivity, efficiency, and impact • Monitor and analyze performance metrics, translating insights into actionable improvements across processes, tools, and team execution • Lead team rituals including pipeline reviews, call coaching, enablement sessions, and strategy workshops to drive continuous learning and performance • Act as a key voice of the SDR function, communicating insights, trends, and recommendations to senior leadership to inform broader business strategy