• Provide high-impact 1:1 coaching to a group of SDRs focused on driving pipeline generation in new verticals. Guide them through LinkedIn, email, and cold call strategies that drive high quality meetings for our AE teams. • Oversee pipeline health and lead distribution across the team to ensure consistent, qualified opportunity generation. • Help build and refine outbound messaging that resonates with our ICP. • Identify patterns in high-performing outreach and scale winning tactics to drive better conversion rates across the team. • Build and lead training sessions on prospecting best practices, objection handling, and effective channel usage. • Be a source of energy and accountability. Create a culture of excellence and continuous improvement on your pod. • Work closely with Sales, Marketing, and GTM Strategy to align on ICPs, lead prioritization, and campaign execution.

• Be the face of our company, reaching out to potential customers and introducing them to Mercury. • Conduct research to identify and target potential customers while collaborating with the sales team to develop and implement outreach strategies. • Cold call, social and email prospecting to generate interest and schedule meetings. • Qualify leads to ensure they meet our ideal customer profile. • Build relationships with prospects to understand their needs and pain points and schedule meetings with the sales team. • Track and report on sales metrics and pipeline activity.

• Learn skills and best practices for sales prospecting and lead generation, the foundational elements for becoming an elite sales executive. • Collaborate with the sales team to develop outreach strategies for reaching sales targets. • Conduct cold calls and email outreach to generate new sales leads. • Develop a keen understanding of customer needs through consultative, needs-based discussions with school-building educators. • Secure and schedule appointments between prospects and sales executives. • Use HubSpot customer relationship management software to manage sales development activities and track progress toward meeting goals. • Regularly review sales efforts to drive self-improvement and professional growth. • Stay up-to-date on market trends, competition, and industry developments. • Ably prioritize tasks, drive the lead-generation process, meet deadlines, and achieve lead-generation targets.

• Pipeline creation. • Generate qualified opportunities through structured outbound outreach — calls, emails, LinkedIn, and follow-ups. This is disciplined outbound, not passive marketing support. • Prospect targeting. • Identify decision-makers aligned with defined ideal customer profiles and build structured prospect lists. • First-touch qualification. • Run discovery conversations that assess fit, urgency, and buying readiness before handing off to closing teams. • Meeting quality. • Book meetings that convert — qualified, relevant, and aligned with sales team expectations. • CRM discipline. • Track activity, notes, and next steps consistently. Clean pipeline hygiene is non-negotiable. • Adaptability. • Different industries require different messaging. You’ll ramp quickly and adjust confidently. • Performance accountability. • Operate in a metrics-driven environment with clear outreach and meeting benchmarks.