• Sales Development Representative (Outbound Sales + Marketing) role focusing on outbound prospecting, lead qualification, and securing meetings with potential clients. • Conduct high-volume outbound prospecting via phone, email, and social media. • Demonstrate a true hunter mentality by actively seeking new opportunities. • Qualify leads through consultative conversations, understanding their needs. • Schedule meetings and product demonstrations for Sales Representatives. • Build and maintain a robust pipeline of prospects through strategic research and targeted outreach. • Collaborate with the Sales and Marketing teams to optimize campaigns aimed at generating new leads. • Use market research and VoC to draft marketing campaigns for distribution. • Maintain detailed records of activities in the CRM system.

• Research target accounts and identify key decision-makers using tools like LinkedIn Sales Navigator and ZoomInfo • Run high-volume outbound outreach through cold calls, personalized emails, and social selling • Qualify leads using frameworks like BANT or MEDDIC to assess fit and business need • Book and hand off qualified discovery meetings and demos to Account Executives • Keep Salesforce CRM updated with accurate activity, pipeline, and lead status • Share feedback with Marketing on lead quality and messaging • Build a solid understanding of Documo's product suite (cloud fax, IDP, eSign, API integrations) to speak credibly with prospects • Hit monthly and quarterly metrics for calls, emails, meetings booked, and pipeline • Stay current on industry trends and competitive dynamics in healthcare and other regulated verticals

• Collaborating with full cycle Account Executives on territory planning to develop quality opportunities within assigned geographic territories or industry verticals • Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on • Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn • Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings • Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce and Outreach • Achieving monthly pipeline goals set by sales management • Continuous learning through mock calls, formal training, and regular coaching and feedback

• Develop and execute strategic hiring plans and internal talent development programs to attract, grow, and retain top SDR talent • Establish a high-performance culture focused on accountability, collaboration, and continuous improvement • Create and manage career progression paths, incorporating 1:1 mentoring, skills development (e.g., time management, objection handling, prospecting), and professional coaching • Own SDR pipeline generation targets and ensure team performance aligns with activity, conversion, and opportunity creation goals • Set and manage clear KPIs; monitor team and individual progress to consistently exceed performance expectations • Use call reviews and real-time feedback to coach SDRs on messaging, outreach tactics, and sales methodology • Partner with Marketing to align lead generation campaigns, messaging, and scoring criteria • Collaborate with Sales leadership to refine ideal customer profiles (ICP) and ensure seamless handoffs of qualified leads • Work closely with Enablement, Operations, and Product to continuously improve SDR effectiveness and output • Build and scale a robust outbound motion within the SDR team to generate incremental pipeline for the New Logo sales organization • Leverage analytics and SDR management experience to drive improvements in structure, territory design, and inbound/outbound best practices • Promote a consultative, solution-oriented prospecting methodology across the team • Serve as the day-to-day resource for process, product, and procedural questions across the SDR team • Ensure accurate, timely data entry and process adherence within Salesforce, Salesloft, and other GTM tools • Optimize engagement across communication channels (email, phone, social, video) to improve SDR productivity and AE pipeline contribution • Regularly assess the SDR tech stack to identify opportunities for operational efficiency and performance improvement • Deliver consistent reporting to Sales Leadership on SDR performance, team health, and pipeline contribution • Identify process gaps and recommend strategic initiatives to drive efficiency, scalability, and impact • Uphold a professional and positive presence, reflecting the company’s values and commitment to excellence in every internal and external interaction