• Understand current and future demand. Enable, educate, and directly support the sales force to best position this practice with Toptal clients and win new business. • Lead client conversations, presenting Toptal’s perspective on innovation and experience topics, and ask exploratory questions to better understand client needs. • Through lead-generation activities and cold-calling, you will prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts. • Enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest. • Build rapport through strategic outreach and a well-rounded client and industry knowledge. • Research clients and stay informed on industry trends will be key to your success. • Collaborate with your team and Sales Executives to pursue opportunities, recommend appropriate follow-up actions, and schedule qualified meetings. • Communicating via Zoom and Slack is critical to maintaining a high level of collaboration and clear communication within the team. • Being open to and implementing feedback will be critical success factors in this role and at Toptal.

• Become highly proficient using Lead Generation tools, such as LinkedIn Sales Navigator, to extract contacts and create accurate and targeted lists of prospects. • Follow prospecting plans and best practices to execute engagement strategies utilizing email, phone, and social touches • Acquire sufficient knowledge and understanding to manage conversations with executives, decision makers, and other stakeholders in target accounts with the goal of scheduling a sales meeting • Assist Account Executives by moving along qualified leads through the sales cycle • Manage inbound leads with a prioritization strategy

• Use our playbook and your incredible communication skills to build brand new relationships between Gatekeeper and potential clients • Drive business through outbound prospecting via cold calling, email and social selling • Continuously test and improve our go-to-market messaging and targeting • Take part in special projects: laying the groundwork for the outbound function and taking on new projects to prepare you for career growth at Gatekeeper

• Conduct proactive outbound prospecting of companies using multichannel cadences, including email, LinkedIn, and phone outreach; • Operate, monitor, and optimize prospecting sequences using the Ramper platform; • Use LinkedIn Sales Navigator to identify, segment, and qualify profiles that fit the ICP (Ideal Customer Profile); • Develop personalized outreach based on market research, account context, and commercial intelligence; • Qualify leads according to criteria defined by the sales team and hand off opportunities to Account Executives; • Track and meet weekly and monthly targets related to meetings booked and generation of qualified opportunities; • Log, update, and maintain all sales interactions and activities in the CRM with organization, consistency, and operational discipline; • Collaborate with marketing and sales teams to refine ICPs, messaging, cadences, and go-to-market strategies.