• Make outbound contacts (via phone, WhatsApp, email, and social media) with leads provided by the marketing team or sourced independently. • Map stakeholders and the needs of leads within the sales funnel. • Apply the lead qualification process, identifying the customer profile (fit), their pain points, and purchase potential. • Ensure the handoff of qualified leads to the sales consultant (SQL). • Keep all interactions and information organized and up to date in the CRM system (e.g., HubSpot). • Maintain effective pipeline management and adhere to SLAs for contact and response times. • Provide regular feedback to the marketing team on the quality of MQLs generated and suggest process improvements. • Collaborate with the sales team to optimize outreach approaches and pre-sales scripts. • Meet daily activity targets, such as number of calls, scheduled meetings, and conversion rates.

• Learn enterprise cybersecurity sales from the inside. You'll build fluency in SIEM modernization, detection engineering, and data platforms like Snowflake and Databricks. You'll understand the operational pain of running a security operations center. Not surface-level. Enough to hold your own with technical buyers. • Run strategic outbound into named accounts. No spray-and-pray. You'll work a defined set of accounts, research their security architecture and trigger events, and build outreach that speaks to each account's specific environment. When a CISO reads your email, they see that you did your homework. • Write outreach that sounds like you, not a template. Every email goes through a quality gate. You'll learn to lead with outcomes instead of features, talk to a person instead of about an industry, and cut every word that doesn't earn its place. The bar is high because these emails land in the inboxes of Fortune 500 security leaders. • Generate qualified pipeline. Balance strategic cold outbound with inbound follow-up. Use intent data, CRM signals, and your own research to prioritize the accounts most likely to move. You'll own your numbers and know exactly where your pipeline stands at all times. • Get coached, and actually improve. The coaching system doesn't just flag what's wrong. It teaches you why it matters and what to do differently. You'll get measurably better at writing, positioning, and selling every week. People who do this job well leave with skills most AEs never develop.

• Develop strong knowledge of Demandbase’s data solutions • Key collaborator with the Partner Team on target account list, strategy, messaging, and follow up plans • Generate qualified sales opportunities from a defined set of target accounts • Research accounts and buying groups to tailor outreach based on business priorities • Initiate first-time conversations through email, phone, and social channels • Qualify inbound and outbound interest into well-scoped opportunities • Use Demandbase data and sales tools to prioritize outreach • Maintain accurate CRM documentation for activities, contacts, and opportunity context • Continuously refine messaging and approach based on performance data

• Customer communication. Initiate and manage conversations with potential clients across phone, email, LinkedIn, and messaging platforms. • Opportunity generation. Identify and engage potential buyers to generate qualified meetings for the sales team. • Cold outreach. Perform cold calls and emails to introduce the company and spark initial interest. • Social selling. Prospect and manage outreach sequences on LinkedIn and other relevant channels. • Relationship building. Build and maintain relationships with prospects through ongoing communication. • Process improvement. Work with the Head of Sales, Vince, to refine communication strategies and develop new approaches for engaging potential customers.