• Execute high-volume outbound prospecting through calls, emails, and LinkedIn to engage state and local government agencies • Qualify inbound and outbound leads and convert them into booked meetings for Account Executives • Research target accounts and key contacts to build personalized, relevant outreach • Maintain accurate and up-to-date records of all activity and prospect data in HubSpot • Follow and contribute to established SDR playbooks, cadences, and messaging frameworks • Meet and exceed weekly and monthly targets for activity, meetings booked, and pipeline contribution • Collaborate closely with your SDR Manager and Account Executive partners to align on strategy and feedback • Continuously refine your outreach approach based on data, coaching, and market signals

• Build and lead an in-house SDR team of 5, with ownership over hiring, onboarding, and day-to-day development • Recruit top SDR talent and establish a repeatable hiring and ramp process as the organization grows • Design and execute outbound prospecting strategies targeting public sector agencies at the state and local level • Develop and refine SDR playbooks, cadences, and messaging frameworks from scratch • Drive consistent generation of qualified meetings and pipeline for Account Executives • Own performance metrics across activity, meetings booked, pipeline contribution, and conversion rates • Serve as the team's HubSpot power user managing sequences, reporting, and CRM hygiene standards • Partner with sales and marketing leadership on campaigns, events, and pipeline initiatives

• Follow up on inbound marketing leads and identify qualified opportunities, providing the right level of information at the right time • Create target prospect lists and penetrate key accounts in collaboration with your Enterprise Account Executive • Prospect into both net-new accounts and existing customers to identify expansion opportunities • Develop a strong partnership with Sales and Marketing team members on strategic sales and account-based approaches • Meet or exceed the assigned quota of calls, emails, and pipeline generation targets • Profile strategic accounts by identifying key stakeholders, researching business requirements, and presenting solutions to initiate the sales cycle • Set meetings for the Sales team when a lead reaches a qualified stage, including both new business and expansion conversations • Nurture new Marketing leads by educating and developing prospects until they are ready to engage with Sales • Strategize and execute multi-touch, account-based campaigns across both new logo and current customer accounts • Drive attendance for webinars and live events, set meetings for conferences, and assist in direct mail execution • Ensure accurate activity tracking and lead qualification in Salesforce throughout the sales cycle

• Conduct targeted research to build and prioritize lists of key accounts and decision-makers using tools such as LinkedIn, ZoomInfo, Salesforce, and other resources • Execute multi-channel outbound strategies to engage and qualify target prospects, generating qualified meetings for Account Executives • Own outbound pipeline generation by strategically prioritizing accounts, managing outreach efforts, and driving consistent pipeline creation • Utilize provided resources, including process guides, scripts, and qualification frameworks, to effectively qualify prospects and convert them into sales-qualified leads (SQLs) • Collaborate closely with Account Executives to ensure high-quality handoff of opportunities and alignment on target accounts and messaging • Maintain accurate and up-to-date records in Salesforce and Gong, ensuring all activities, follow-ups, and prospect details align with team best practices • Share market insights and prospect feedback with Marketing and Sales to continuously improve targeting, messaging, and outbound strategy • Meet and exceed performance metrics, including pipeline generated and qualified meetings set with Account Executives • Support inbound inquiries as needed, with the majority of time focused on proactive, outbound prospecting