• Proactively generate new pipeline through outbound efforts, including cold calls, emails, LinkedIn, and other creative outreach. • Research and identify target accounts and key stakeholders using data and intent signals. • Qualify inbound and outbound leads to understand customer needs, priorities, and potential fit. • Book high-quality meetings for Account Executives and set them up for success. • Personalize outreach with thoughtful messaging that speaks to real customer problems. • Collaborate closely with AEs, Marketing, and RevOps to refine targeting, messaging, and processes. • Maintain accurate activity and pipeline data in Salesforce and other sales tools. • Continuously improve your craft through coaching, feedback, and experimentation.

• Collaborate with Account Executives, as well as members of our Marketing and Customer Success teams, to develop new strategies to build our sales pipeline and grow our business • Use Outreach, LinkedIn, your own network, and other prospecting tools to research accounts, identify key contacts and craft targeted messaging • Work primarily to bring in new deals through Outbound prospecting but also field a select number of Inbound inquiries weekly • Learn our technology and effectively communicate our value proposition. Work to understand their goals and challenges to better understand how we can help.

• Lead and develop a high-performing team of SDRs. • Hire the best talent in the industry. Shape development programs for career progression to keep talent engagement and doing great work at Kong. • Maintain operational rigor across all elements of the business. Drive a predictable business. • Drive a positive and collaborative culture that inspires teamwork and professional growth. • Find a successful balance in a hybrid in-office environment. • Create a reporting and feedback loop with stakeholders on team performance, KPIs, customer insights, roadblocks, and pipeline forecasts. • Work within an ecosystem of leaders across Sales, Revenue Operations, Marketing, Customer Success, and Partnership teams to design and execute a go-to-market plan for pipeline generation. • Excel in change management as the company strives to meet critical and aggressive revenue milestones. • Maintain a strong pulse on the market. Facilitate a feedback loop between Sales and other departments. • Identify opportunities to innovate. Be a catalyst to positive change.

• Collaborate with Account Executives and Marketing teams to build sales pipeline • Use Outreach, LinkedIn, and other tools to research accounts and craft messaging • Work to bring in new deals through Inbound leads • Learn technology and communicate value proposition