Our client provides the leading marina management platform trusted by entertainment attractions and venues across North America. As a Business Development Representative (BDR), you will be the engine of our client's outbound growth — identifying, engaging, and qualifying prospective customers who can benefit from our client's technology. This is a high-impact, individual contributor role for a driven sales professional who thrives in a fast-paced environment, loves the challenge of cold outreach, and wants to be part of a company that is transforming the marina and waterfront entertainment industry. What You’ll Do Outbound Prospecting & Pipeline Generation - Build and execute targeted outbound sequences via LinkedIn, email, and cold calling to engage marina operators, entertainment venues, and waterfront attractions. - Develop personalized, AI-assisted messaging that speaks directly to each prospect’s pain points and use cases. - Own and consistently grow a self-sourced pipeline of qualified opportunities. Lead Qualification & Demo Booking - Conduct discovery conversations to qualify prospects against Ideal Customer Profile (ICP) criteria. - Book high-quality product demos for Account Executives and ensure smooth handoffs with context and notes. - Maintain urgency and follow-up discipline to move leads through the top of the funnel efficiently. AI-Powered Sales Workflows - Leverage AI tools for account research, lead enrichment, prospect prioritization, and message sequencing. - Continuously test and refine outreach strategies using data-driven insights from your toolstack. - Stay current on AI-driven sales tools and bring new ideas to the team that improve efficiency and conversion. CRM & Operational Hygiene - Maintain meticulous CRM records including activity logging, contact data, and pipeline status. - Contribute to clean, accurate reporting so the team can make smart decisions on territory, messaging, and targeting. Cross-Functional Collaboration - Partner closely with Customer Success and Leadership to share field insights that shape positioning, pricing, and product feedback. - Contribute to playbook improvements based on what you’re hearing from prospects in the market. How success is measured: Your performance will be evaluated against the following key metrics: - Meetings Booked - Consistent volume of high-quality demos scheduled per month - Qualified Opportunities Created - Opportunities that meet ICP criteria and advance to pipeline - Pipeline Generated ($) - Dollar value of self-sourced pipeline attributed to BDR activity - Outreach Activity - Sequences started, calls made, LinkedIn touches per week - CRM Hygiene Score - Accuracy and completeness of contact and activity records

This is a remote position. SUMMARY We are seeking a seasoned Sales Development Representative (SDR) with a strong background in MSP/MSSP sales to generate new business opportunities among small to mid-sized businesses (SMBs) with 10–300 employees. This role is laser-focused on setting qualified first-time appointments with business owners, executives (CEO, CFO, COO), and IT leaders (IT Directors, IT Managers) who are responsible for technology and cybersecurity decisions. The ideal candidate understands the challenges SMBs face in managing IT, cybersecurity, compliance, and cloud services and can effectively communicate the value of a trusted managed services partner. JOB RESPONSIBILITIES - Proactively identify and prospect SMB organizations (10–300 employees) in target industries such as healthcare, banking/finance, manufacturing, government, and professional services. - Secure first-time meetings with business owners and executive decision-makers by highlighting the value of managed IT and cybersecurity services. - Educate prospects on how our services solve common SMB pain points: limited IT staff, rising cybersecurity risks, compliance requirements, and budget constraints. - Execute outbound campaigns through calls, emails, LinkedIn, and events to generate qualified leads. - Nurture inbound leads to move them into the sales funnel. - Maintain accurate records of leads, activity, and appointments in CRM (HubSpot). - Consistently meet weekly and monthly activity/appointment-setting targets. - Collaborate with marketing on SMB-focused campaigns and leverage content to enhance outreach. - Provide insights on prospect challenges and trends within the SMB market to help refine sales strategies. QUALIFICATIONS - Experience: 3–5+ years in appointment setting, inside sales, or sales development with a proven track record of engaging SMB clients (10–300 employees). - Industry Knowledge: Strong understanding of SMB needs in managed IT services, cloud solutions, and cybersecurity compliance (NIST, HIPAA, SOC, CIS). - Communication Skills: Ability to clearly explain IT and cybersecurity value to both business leaders and technical managers. - Track Record: Success in setting meetings with SMB owners, executives, and IT managers. - Tools: Familiarity with CRM systems (HubSpot), LinkedIn Sales Navigator, and prospecting platforms. - Work Style: Persistent, professional, and comfortable overcoming objections while building rapport with SMB decision-makers. - Education: Bachelor’s degree in Business, Marketing, IT, or related field or equivalent experience is a big plus. JOB REQUIREMENTS - Should be willing to accept a long-term work-from-home arrangement. - Should be amenable to a permanent night shift schedule.

• Build and maintain knowledge of our technology, competitors, open source ecosystem, and industry trends • Follow up on inbound leads effectively and efficiently • Use a multi-channel approach (email, social, calling) to proactively outreach to new leads within target accounts; our top SDRs are confident and effective on the phone • Use Salesforce and Grafana dashboards for lead and account management and research • Use research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn • Drive effective discovery conversations to understand users’ needs and goals in to provide them the appropriate resources and communicate how Grafana can help them • Consistently meet new business opportunity and pipeline targets • Collaborate with cross-functional teams such as marketing and sales to win as a team

• Collaborating closely with Akamai sales and marketing counterparts to strategize regional funnel and prospecting planning. • Ensuring key performance metric targets are met. This includes opportunity goals and engaging with sales leaders to ensure pipeline quality. • Providing necessary training, coaching and guidance to ensure SDR success and career development within Akamai.