• Lead qualification and outbound prospecting • Run account-based prospecting campaigns • Use every channel to connect with prospects • Collaborate across Sales, Marketing, and Channel teams

• Realizar contatos ativos com indústrias e distribuidoras brasileiras por telefone, e-mail, WhatsApp e chat, identificando se o negócio se encaixa no Perfil Ideal de Cliente da Mercos. • Conduzir conversas consultivas com donos de empresa, gestores comerciais e profissionais de TI, entendendo a operação de vendas de cada negócio antes de apresentar qualquer solução. • Qualificar oportunidades com critério e gerar agenda de demonstração para o time de vendas com contexto suficiente para uma reunião de qualidade. • Testar, iterar e documentar abordagens de prospecção, contribuindo ativamente para a evolução dos scripts e fluxos de cadência utilizados pelo time. • Usar as ferramentas disponíveis, principalmente Salesforce e Google Workspace, para manter o pipeline organizado e os registros atualizados, garantindo rastreabilidade do trabalho. • Participar das reuniões de time com preparo, trazendo percepções de mercado coletadas nas interações diárias com potenciais clientes. • Gerenciar a própria agenda em um ambiente de alto volume de contatos, equilibrando produtividade com qualidade de abordagem. • Ser responsável pela construção e condução do seu PDI a partir dos feedbacks recebidos e das reuniões de 1:1 com sua liderança.

• Conduct outbound outreach through phone, SMS, and email • Follow up with inbound inquiries, old leads, and pending estimates • Qualify prospects and schedule appointments • Maintain consistent communication throughout the sales pipeline • Help establish outbound sales systems and workflows • Assist with scripting, follow-up structures, and lead management processes • Track KPIs and outreach performance metrics • Support leadership in building scalable sales operations • Maintain accurate CRM records and lead tracking • Organize follow-ups and customer communication • Ensure visibility and consistency across the sales pipeline

• Directly manage the inbound and Mid-Market floater team of Sales Development Representatives • Collaborate with Marketing and Senior Sales Directors to achieve meeting objectives • Onboard and train new SDR’s • Responsible for day-to-day SDR operations with focus on meeting setting, meeting completion, and daily productivity measurements • Provide leadership and oversight of the SDR sales organization to ensure all lead generation metrics are met and/or exceeded • Report on SDR performance to management and records of all sales activity throughout the sales cycle • Work cross functionally with marketing to execute against campaigns, MQLs, and top of the funnel activities to drive meeting volume • Define, implement, and manage productivity elements and measurements of SDR teams • Leverage Salesloft to manage and build calling and emailing cadences • Engage with other SDR leaders to identify SPIFFs, training opportunities, and role-playing engagements. • Responsible for career pathing and skill development of the SDR team • Lead by example, engage, embrace, and embody how a high performing outbound, lead generation, engine is required to operate in a fast-paced work environment