• Active new business acquisition in the B2B sector (DACH region) • Initiating telephone contact with medium-sized and large companies • Conducting needs analysis and qualifying potential customers • Scheduling appointments for the closing team • Planning and executing follow-ups • Participating in regular remote team meetings

• Search for new leads across various channels, including general research, social media, industry events, etc. • Learn our product and ideal customers’ needs and requirements. • Initiate contact with leads through emails, social media, and calling. • Schedule appointments for qualified leads to meet with our product experts for a demonstration of our products. • Creating effective email campaigns and funnels. • Partner with our Marketing team on efforts including webinars, events, etc. • Stay up-to-date with industry trends and sales tactics through self-development • Contribute to experiments including messaging, tactics, etc. • Keep HubSpot up-to-date and accurate with customer and deal data. • Partner with Account Executives and Sales Leadership on messaging and tactics to grow our demand generation efforts. • Collaborate with team members in Customer Success, Support and Marketing among others.

• Identify and qualify prospective customers and key decision makers • Filter the inbound queue of opportunities and email requests • Assist with research or lead generation campaigns • Establish the prospect’s business needs and introduce appropriate product offerings • Coordinate business meetings for the appropriate Account Executive team • Manage sales pipelines and drive urgency in the sales process

• Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs • Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development • Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment • Hire, onboard, and ramp new Enterprise SDR talent • Mentor SDRs on strategic prospecting and long-term career development • Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts • Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration • Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach • Increase white space coverage and executive-level engagement within assigned territories • Build and iterate on outbound plays aligned to enterprise segments • Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration • Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage • Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs • Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools • Drive data accuracy, reporting clarity, and operational rigor • Champion adoption of modern prospecting tools and AI-driven workflows • Leverage AI for account prioritization, personalization, and signal-based outreach • Integrate data-driven insights into team prospecting strategy and daily execution