• Generate commercial demand and convert opportunities into qualified meetings. • Approach and qualify inbound leads, identifying pain points and urgency, and building value on first contact. • Re-engage cold leads by creating new narratives, triggers, and hypotheses to regain interest. • Schedule qualified meetings and prepare the lead for the closer with a clear alignment on the problem and expectations. • Prepare the sale before the handoff by presenting benefits and differentiators and guiding the lead to the next step. • Attend meetings when necessary, maintaining context and assisting in conversion. • Manage the CRM rigorously, keeping cadences up to date, follow-ups active, and full control until handoff. • Main goal: Generate a consistent flow of qualified meetings that convert into monthly revenue.

• Build relationships, while sourcing new sales opportunities to build a pipeline, explore client needs and requirements through inbound lead follow-up, outbound cold calls, and emails. • Continually research accounts, identify key players, and build an understanding of the market in your assigned territory. • Qualify prospects then route them to the appropriate Sales Executives for further development and closure, while working closely to move along qualified pipeline through the sales cycle. • Work with Sales Executives on sales proposals and prospect presentations, coordinating with other supporting teams including Pricing, RFP support, and Strategic Account Management. • Meet weekly metrics to grow revenue in an assigned territory, including outbound calls, virtual meetings, and email outreach.

• Generate qualified opportunities for EAMs through targeted outbound prospecting • Conduct multi-channel outreach across phone, email, and LinkedIn using tools like SalesLoft, Sales Navigator, ZoomInfo, 6sense, and Nooks • Research target accounts and key personas to craft personalized and value-driven messaging • Set up qualification calls for EAMs to run and advance through the sales cycle • Work closely with EAMs to strategize account outreach and hand off qualified opportunities seamlessly • Maintain accurate activity and lead data in CRM and engagement platforms • Collaborate with marketing to align messaging and campaigns to drive higher response rates • Stay sharp on developer tooling, platform engineering, and AI-driven development trends to speak credibly with prospects

• Own outbound prospecting [average is ~100 cold calls/day] into enterprise commercial construction contractors (>$75M in annual construction volume) — identifying the right accounts, mapping the right contacts, and engaging them with a point of view, not a script • Build qualified pipeline for Account Executives by booking high-conviction discovery meetings with buyers who have a real, specific problem Kojo can solve • Use the full modern GTM stack, including AI-powered sequencing, enrichment workflows, and call intelligence tools, to prospect smarter and surface better signal, not just higher volume • Develop, test, and iterate on outbound plays: what messaging lands, what falls flat, and why — then bring those insights back to the sales and marketing teams to sharpen how Kojo goes to market • Hit and exceed monthly targets for meetings held and Sales-accepted opportunities — and treat your pipeline number like a business metric, not a task list • Become a genuine expert in commercial construction: the players, the buying dynamics, the pain points, and the moment a contractor realizes they have a problem worth solving