• Outbound prospecting across phone, email, LinkedIn, and other channels to find and engage the right people at the right accounts • Inbound lead handling. Quickly qualifying demo requests and marketing-sourced opportunities, routing them to the right AE with full context • Identifying champions and key stakeholders within target accounts through research and social monitoring • Generating qualified pipeline for the Account Executive team; quality over quantity, always • Contributing to marketing campaigns and helping amplify top-of-funnel efforts • Maintaining clean, accurate records in Salesforce so nothing falls through the cracks • Bringing creative approaches to account penetration when the standard plays aren’t working

• Lead and coach sales development team members to achieve individual and team pipeline generation targets while maintaining accountability to performance metrics • Execute outbound prospecting across email, phone, and social platforms to generate qualified meetings and model best practices for the team • Conduct call reviews, performance evaluations, and regular feedback sessions to improve outreach effectiveness and conversion rates • Onboard and ramp new team members to productivity within defined timelines through structured training and ongoing coaching • Develop and refine lead qualification standards aligned to the ideal customer profile criteria and ensure consistent handoff to sales • Manage and optimize outreach sequences, templates, and workflows within HubSpot to improve engagement and conversion performance • Monitor and analyze performance metrics, including open rates, response rates, meeting conversion, and pipeline contribution, to identify trends and improvement opportunities • Maintain CRM data integrity across contacts, accounts, and activities to support accurate reporting and forecasting • Partner with revenue operations to track SDR performance metrics and pipeline impact • Collaborate with marketing and revenue leadership to refine targeting strategy, messaging, and campaign alignment • Provide structured feedback on market response, messaging effectiveness, and common objections to inform the go-to-market strategy • Adhere to company policies and procedures • Meet or exceed performance targets for related KPIs • Continuously improve knowledge of products, services, and processes by participating in training programs and continuous learning modules • Collaborate with other departments as needed • Maintain a positive, empathetic, and professional attitude toward customers and colleagues at all times • Perform other duties as assigned

• Set meetings via outbound prospecting through both automated and manually-driven campaigns to achieve daily and monthly pipeline targets. • Partner closely with Account Executives to ensure tight alignment on territory planning, account prioritization, and feedback loops to maximize pipeline quality. • Help build and refine our outbound motion by identifying and reaching decision-makers. • Build, manage, and optimize multi-channel outbound campaigns at scale using various tools like LinkedIn Sales Navigator, ZoomInfo, Clay, etc. • Own the outbound process end-to-end, from detailed account research to ensuring a qualified meeting is successfully booked for the Account Executive team. • Partner with leadership to refine messaging, call scripts, and multi-channel outreach strategies to improve conversion rates and outbound effectiveness. • Support Regional GTM & Marketing activities across digital and onsite formats. • Clearly communicate compelling value propositions to technical buyers and stay current with the latest product and service information. • Stay current with the latest offering/product/service information • Some travel may be required

• Set meetings via outbound prospecting through both automated and manually-driven campaigns to achieve daily and monthly pipeline targets. • Partner closely with Account Executives to ensure tight alignment on territory planning, account prioritization, and feedback loops to maximize pipeline quality. • Help build and refine our outbound motion by identifying and reaching decision-makers. • Build, manage, and optimize multi-channel outbound campaigns at scale using various tools like LinkedIn Sales Navigator, ZoomInfo, Clay, etc. • Own the outbound process end-to-end, from detailed account research to ensuring a qualified meeting is successfully booked for the Account Executive team. • Partner with leadership to refine messaging, call scripts, and multi-channel outreach strategies to improve conversion rates and outbound effectiveness. • Support Regional GTM & Marketing activities across digital and onsite formats. • Clearly communicate compelling value propositions to technical buyers and stay current with the latest product and service information. • Stay current with the latest offering/product/service information • Some travel may be required