• Lead, coach, and motivate the sales development team to consistently achieve or exceed lead generation and qualification targets. • Monitor team performance using KPIs and provide actionable feedback through regular 1:1s and performance reviews. • Oversee the qualification of leads and ensure smooth handover to the sales team in line with the sales funnel stages. • Conduct onboarding, training, and continuous coaching sessions to improve the sales development skills and productivity. • Ensure accurate and timely data entry in the CRM and maintain high standards of data hygiene. • Analyze team metrics and contribute to forecasting, reporting, and strategic planning. • Collaborate with Marketing, Sales Operations, and Sales Teams to align on targeting, messaging, and pipeline needs. • Act as the first point of escalation for sales development challenges and remove obstacles to performance. • Share market and prospect feedback with relevant teams to help refine campaigns and product messaging. • Drive a culture of accountability, learning, and excellence within the sales development team.

• Generate new business opportunities through multi-channel approaches • Build and manage lead development pipeline • Execute outbound calls and marketing campaigns • Collaborate with the Account Executive team • Achieve monthly goals for generating meetings and opportunities

• Run effective prospecting cycles alongside a inside sales team to develop relationships and opportunity pipeline. • Leverage and mine your own network to hunt for the opportunity. • Create campaign/channel outreach plan, team structure and execute it develop the pipeline. • Strengthen relationships with new accounts and existing accounts with the goal to expand accounts. • Be updated about cloud, data, AI technologies and it’s use cases within target ICPs and apply consultative and empathetic sales methods drive better results • Drive business in a multi-level enterprise company with a skill set of working with C-Level Executives and IT. • Conducts weekly forecast meetings. • Coach direct reports to proactively move opportunities down the funnel and drive closure. • Reports on sales activity and forecast to senior sales management. • Consistently monitors the sales activity of the team, and tracks the results.

• Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments • Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards • Ensure SDR output consistently translates into high-quality pipeline and closed revenue • Co-own the definition, refinement, and operationalization of Anomali’s ICP • Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps • Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification. • Design and operationalize an AI-first SDR motion to increase productivity and conversion • Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights • Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale • Build and maintain SDR playbooks covering ICP-based segmentation and prioritization • Collaborate on persona-driven messaging and talk tracks • Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions • Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics • Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers • Support partner recruitment, activation, and co-sell motions • Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials • Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message • Implement champion tracking using Boomerang or UserGems • Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI • Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation • Continuously test and refine messaging, sequences, AI workflows, and qualification criteria • Scale what works into repeatable, predictable SDR processes