Business Development Representative (Cold Calling) About Sangoma Sangoma empowers businesses with essential communications through innovative, scalable, and reliable solutions. Our all-in-one platform spans voice, video, collaboration, contact center, networking, and security—keeping organizations connected anytime, anywhere. We combine the agility of a fast-growing technology company with the stability of a profitable, publicly traded organization. At Sangoma, we value collaboration, accountability, and a strong commitment to customer success. Sangoma is seeking a driven and energetic Business Development Representative to support our continued growth. This role is heavily focused on outbound prospecting and cold calling, engaging new and existing prospects to introduce Sangoma’s communications solutions and uncover qualified sales opportunities. As a front-line representative of Sangoma, you will build early-stage relationships, qualify interest, and work closely with Account Managers to generate pipeline across our Unified Communications portfolio. Your Role: - Proactively conduct high-volume outbound outreach, including cold calling, to new and existing prospects. - Complete 60–80 outbound call attempts per day across targeted accounts and lead lists. - Engage prospects to introduce Sangoma’s solutions, resources, and services. - Qualify leads by identifying business needs, decision-makers, timelines, and use cases. - Schedule 8–12 qualified meetings or discovery calls per month for sales team. - Identify and generate qualified pipeline opportunities aligned with defined qualification criteria. - Route qualified leads and opportunities to Account Managers for follow-up and closing. - Assist prospects and customers with navigating Sangoma’s e-commerce platform when applicable. - Answer basic sales inquiries related to renewals, product capabilities, and pricing. - Capture and share prospect feedback to support sales, marketing, and product teams. - Maintain accurate activity, notes, and opportunity details in Salesforce. - Stay current on Sangoma’s product portfolio and Unified Communications, UCaaS, and VoIP technologies. Performance Metrics: - Daily outbound activity (calls, emails, and touches) - Monthly meetings or discovery calls set - Qualified opportunities created - Pipeline value influenced or generated - Conversion rates from outreach to qualified meetings - CRM data accuracy and activity consistency

• Run daily outbound across assigned clients — email sequences, LinkedIn outreach, follow-ups, calls (as needed). • Strictly follow agreed ICP, messaging, qualification criteria — book only meetings that meet ATLAS standards. • Maintain perfect SalesOS hygiene — log every interaction, notes, dispositions, meetings. • Reduce no-shows — set clear expectations in outreach and confirmations. • Flag low-quality leads, recurring objections, market patterns — create feedback loop to Snr GC. • Experiment with async video, GIFs, memes (growth hacking) within playbook guidelines.

• Oversees new account development within an established geographic territory/product line. • Advises on connecting, contacting, and engaging new potential clients and prospects. • Leads a strong and consistent pipeline of new business. • Oversees customer needs and suggest appropriate products and services. • Innovates and create sales skills and knowledge of the organization's products, services and customers. • Oversees implementing efficiency opportunities such as distributor dashboards, etc.

• Identify and source potential partners (influencers, educators, communities, agencies) • Prospect via LinkedIn, Telegram, YouTube, Instagram, events, and local networks • Run structured, personalized outreach across email, messaging apps, and calls • Assess partner quality, audience relevance, and growth potential • Conduct discovery calls to understand goals and promotion strategies • Present partnership models (revenue share, custom deals where applicable) • Negotiate terms and agree on short-term performance goals • Onboard partners into tracking and partner systems • Educate partners on tools, tiers, and best practices • Support partners in launching their first campaigns • Monitor performance and help optimize towards activation • Drive partners to reach Active status (5+ first-time deposits) • Maintain accurate CRM records and follow-up discipline • Handover activated partners to Business Development Managers with full contents • Knowledge of the West Africa region • Existing relationship with active IB's, Affiliates, Influencers & KOL's an added advantage • Sales driven & self starter • Knowledge & experience of the CFD & Crypto industry is must