• Identify new prospective customers and business opportunities (in both inbound and outbound channels) • Qualify leads through discovery calls, assessing fit (budget, authority, need, timeline) • Book meetings or product demos with AEs or senior sales team members • Maintain a robust and up-to-date pipeline in the CRM • Collaborate cross-functionally with marketing, product, and sales to optimize outreach and messaging • Provide feedback on lead quality, campaigns, and positioning • Hit activity metrics (calls, emails, social touches) and conversion goals • Execute outbound prospecting campaigns (cold calls, email sequences, social outreach) to new accounts and previously unengaged prospects • Engage inbound leads, evaluate interest, and qualify appropriately • Conduct initial discovery conversations to uncover pain points, business challenges, and project timelines • Use tools (LinkedIn Sales Navigator, ZoomInfo, Outreach, etc.) to research and build targeted lists of contacts • Manage and update lead/contact/account records and status in CRM (e.g. Salesforce) • Schedule and coordinate follow-up meetings, demos, or evaluations with AEs • Partner with marketing to leverage campaigns, content, and events in outreach • Report on key metrics — pipeline growth, conversion rates, activity levels, forecast vs. actual • Continuously test, refine, and improve messaging, outreach cadences, and targeting strategies

• Work within a defined territory to engage qualified leads through outbound communication (email, phone and social) to initiate conversation and schedule meetings for the sales team • Leverage all accessible tools, resources, and support to meet and exceed all KPI's and quotas • Collaborate with Account Executives on selling strategies and account plans • Utilize knowledge of CBIZ services to define entry point into prospective accounts • Research and gather information about target accounts in support of building out account plans and prospect database • Ensure all customer facing activity is documented in Salesforce.com to provide the business with market data as well as pipeline growth

• 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.