• You identify suitable target companies and contacts based on clear ideal-customer profiles • You research accounts and prepare personalized outreach • You contact prospective customers via phone, email and LinkedIn • You qualify leads and schedule demos for our sales team • You document activities, learnings and next steps clearly in the CRM • You recognize buying signals, common objections and recurring patterns in the market • You support reactivation, follow-ups and the development of a repeatable outbound structure • You assist in the preparation and follow-up of trade shows, events and on-site meetings and help turn them into concrete opportunities • You work closely with the founders and the sales team to continuously improve messaging and outreach

• Find, data mine, prospect, and hand-off qualified prospects to AEs • Use Pathify tech stack systems to prospect, with a heavy emphasis on phone outreach • Perform high-level demos of the Pathify platform to prospective customers • Create quarterly account development plans in partnership with leadership • Execute weekly, monthly and quarterly activities in accordance with the account development plan • Research trends and discover new opportunities to increase top-of-funnel conversion • Log activities and update pipeline metrics daily • Maintain a strong understanding of products and services and innovate new ways to serve businesses • Ensure an efficient hand-off to AEs for all new prospects in relation to qualification calls • Responsible for following all operational guidelines, verbal directives, training information and policies when performing duties

• Execute consistent, high-quality outbound outreach via phone, email, and social channels to identify, engage, and qualify public safety agencies. • Proactively research and prospect into new agencies to drive awareness and generate pipeline within assigned territories. • Engage inbound leads professionally and efficiently, assessing fit and coordinating timely handoff to Account Executives. • Collaborate closely with AEs to align on messaging, territory strategy, and lead prioritization. • Work with Marketing to support campaigns, lead follow-up, and outbound call blitzes tied to events or content launches. • Maintain accurate lead data, outreach progress, and notes in Salesforce and your sales engagement platform. • Develop a strong understanding of Mark43’s value proposition and product capabilities to effectively position solutions in early conversations. • Meet and exceed activity- and meeting-based goals as part of a fast-moving, high-accountability SDR team. • Deliver a positive, informed, and professional early experience for all prospective customers you engage.

• As a Sales Development Representative you will be the tip of the spear of our sales pipeline - proactively identifying and reaching out to construction teams who can benefit from working with us. • Beyond opening doors, you'll also help shape how we scale our outreach across the market - helping us bring our planning, digital delivery, and redeployable services to the clients who need them most. • You'll be part of our Growth team, working closely with sales, marketing, and product experts. Together, we tell Laminar's Project story to the world and build connections with those who haven't yet experienced how game-changing our platform is. • Your top 4 responsibilities 1. Open doors: You will proactively identify and reach out to construction teams, introducing them to Laminar and setting up intro calls that help them understand how our consultancy services can transform their project delivery performance. You must be very comfortable and confident doing cold calls - indeed you must love it! 2. Refine our outreach strategy: Using data and insights, you'll continuously improve our approach, experimenting with messaging, channels, and engagement tactics to maximize impact. 3. Collaborate with the team: You'll work closely with marketing, product, and customer success teams to align efforts, share feedback, and ensure we're reaching the right people in the right way. 4. Grow yourself and others: We're big on learning and development. You'll have the opportunity to sharpen your sales skills, share best practices, and contribute to building a world-class growth function. 5. Shape how we scale: Bring your experience building outreach processes and systems to help us refine our SDR engine as we expand our consulting service lines and client base.