• Contribute to a safe and healthy work environment by actively participating, taking responsibility, and following established procedures and policies. • Lead development and qualification of inbound/assigned prospects • Proactive/outbound prospecting via research, networking, cold calling and collaboration with sales • Utilize Salesforce CRM for lead-to-opportunity management and activity tracking • Develop and implement strategies to maintain and/or expand sales within an assigned territory • Interface with the customer to understand the customer's overall objectives and requirements • Contribute to the quarterly and annual business forecasting by providing account trends and sharing future client needs

• Lead generation and qualification: Identify and develop potential customers through targeted prospecting and lead qualification. • Customer acquisition: Execute outbound campaigns (phone, email, social media) to increase brand awareness and generate sales opportunities. • Needs analysis: Conduct detailed needs analyses to understand prospects’ requirements and offer tailored solutions. • Collaboration with the sales team: Work closely with account executives of our clients. • CRM management: Ensure accurate and up-to-date data maintenance in our Customer Relationship Management (CRM) system. • Market monitoring: Monitor market trends and competitors. • Reporting and analysis: Prepare regular reports on sales activities and analyze sales performance to identify areas for improvement.

• Own outbound prospecting • Cold call professional property managers daily • Send highly personalized outbound emails • Connect via LinkedIn and industry events • Follow up with persistence and purpose • Contributing ideas to improve outbound performance • Lead with insights about their market • Introduce the difference between scraped estimates and verified data • Build urgency with competitive benchmarking and FOMO • Qualify and set meetings • Identify ICP-fit accounts (20–5,000+ units) • Uncover pain points around owner retention, pricing, and reporting • Book high-quality demos for Account Executives • Build pipeline intelligence • Research markets before outreach • Track engagement in HubSpot • Collaborate closely with marketing and AEs • Contribute to messaging and campaign feedback • Prepare to become an AE • Learn our product inside and out • Sit in on demos and discovery calls • Develop closing skills over time • Graduate into a full-cycle Account Executive role

• Prospect & Qualify Leads: Conduct research to identify potential clients and key decision-makers in target markets. • Utilize various channels (cold calling, email campaigns, social media, etc.) to generate and qualify leads. • Connect & Consult: Initiate first contact with potential clients to understand their business needs and challenges. • Clearly communicate how Drake Software’s solutions can provide tailored benefits and resolve specific pain points. • Uncover and identify pain points to understand the needs of the prospective customer’s business • Lead Management: Maintain accurate and up-to-date records of all lead interactions and follow-ups in the CRM system. • Manage and nurture leads through the sales funnel to schedule appointments, demos for the sales team and warm transfers. • Adhere to lead cadence and follow best practices. • Collaboration: Work closely with the sales and marketing teams to develop effective strategies and campaigns. • Provide feedback on market trends, customer needs, and the competitive landscape to refine product positioning and outreach tactics. • Performance Metrics: Meet or exceed monthly and quarterly targets for lead generation, qualification, and appointment setting. • Continuously track performance and identify areas for improvement to achieve business development goals.