• Call and follow up with warm inbound leads (form fills, event leads, site traffic) • Manage high daily call volume (100–200 calls/day) • Build rapport quickly and guide prospects through the sales process • Close memberships aligned with client needs and routines • Maintain consistent follow-up via calls and messaging • Track activity and outcomes in CRM

• Own outbound strategy and execution against a named enterprise target list • Engage across the full buying committee — economic buyers, technical evaluators, and executive sponsors • Partner with your Enterprise Account Director on joint account planning and pipeline progression • Apply rigorous qualification to every opportunity you create — the right personas, real buying signals, and a clear path to progression through the sales funnel • Consistently deliver against quarterly quota targets, pacing your activity with awareness of seasonal buying patterns — summer slowdowns, holiday cycles, and quarter-end compression • Maintain clean Salesforce records: account activity, next steps, opportunity linkage • Use AI to accelerate research and personalization without sacrificing relevance • Stay current on the Atlassian ecosystem, competitive landscape, and Tempo product updates

• Own net-new outbound pipeline creation across enterprise accounts across South America • Proactively target and break into named accounts using cold calls, email, LinkedIn, and creative outreach • Call into organizations and reach senior stakeholders (Director, VP, C-level) consistently • Build target account lists and outreach strategies by vertical (Retail, T&L, Manufacturing, Healthcare) • Tell a compelling SOTI story using real customer success and large deployments in LATAM • Conduct strong discovery to uncover business pain, operational challenges, and urgency • Qualify opportunities rigorously only real, sales-ready pipeline moves forward • Partner closely with Sales on account strategy and opportunity progression • Maintain clean, accurate pipeline tracking in Salesforce • Consistently meet and exceed pipeline generation and closed won sales targets

• Identify key personas within your high value accounts and lay the foundation for a strong, long lasting relationship. • Conduct thoughtful prospecting activities, including relevant and personalized calls, social & email touches. Our expectations are for 40-50 meaningful activities a day. • Set up discovery calls for SMB/Mid-Market/Enterprise Account Executives. • Collaborate with the sales and marketing teams to support successful campaigns. • Represent the Sift brand at industry conferences.