• Generate qualified meetings and sales pipeline through outbound prospecting within our target accounts, articulating the ExtraHop value proposition to prospects. • Manage target account lists and drive a comprehensive demand generation plan in those accounts. • Follow-up and qualify marketing-generated leads from the website, SEM, webinars, and other events. • Maintain a high daily activity, including calls, live prospect connections, email, and LinkedIn touches. • Work cross-functionally with Field Sales and Marketing to deliver qualified opportunities for the Field Sales team. • Track and manage prospecting, qualification, and nurturing activities in the company’s CRM system. • Keep updated with product capabilities, the cybersecurity industry, and the competitive landscape.

• Qualify, follow up, educate and develop a substantial volume of inbound and outbound leads to progress prospects further into Cribl’s sales process • Efficiently respond and qualify inbound marketing leads according to set SLAs • Generate sales-ready meetings and opportunities for sales executives using Cribl’s qualification criteria • Research target new accounts, identify key personas, add contacts, emails and generate interest through cold discovery calls and email campaigns • Leverage taught sales techniques to maximize customer interactions enough to provide high level introduction • Use of strong selling and influencing skills to understand and uncover customer needs and business challenges to effectively pitch how Cribl solves them • Log, track, and maintain Salesforce consistently according to Cribl’s lead to opportunity flow process • Accurately distribute leads/meetings through discovery to assigned sales executives • Consistently achieve meeting quota to ensure territory revenue and growth objectives are met • Work closely with Sales Directors and attend customer meetings as required • Attend sales meetings, training, and local trade shows to keep current with technology • Work directly with marketing to drive continuous improvement in lead quality conversion rates and pipeline generation • We are a remote-first company and work happens across many time-zones - you may be required to occasionally perform duties outside your standard working hours

• Own the operations from day one • Coach your managers, maintain forecast predictability, and keep SDR-to-AE handover quality high • Drive global AI transformation in SDR workflows • Build a development system that progresses SDRs into AE roles • Own operational metrics including pipeline analytics and forecast cadence

Role Description Student Services Representatives are responsible for providing excellent support to BYU-Pathway Worldwide students through a variety of communication mediums. Work Schedule: - This position is remote. Remote positions are available for applicants located in Utah or Idaho. - Employees are scheduled for specific shifts in coordination with employee availability and staffing needs. - Additional hours may be available and needed during peak service times, such as the beginning of new semesters. - Student Service Representatives may sometimes work up to 40 hours based on the employer’s discretion. To do the work, the following are required for an at-home set-up: - A quiet workplace - Laptop or computer with a private at-home set up (no Chrome Books) - 1024x768 (SVGA) screen - 4 GB of ram - Microsoft Edge and Google Chrome are recommended browsers - Internet Bandwidth: - Minimum: 500 KBps upload speed; 1 MBps download speed (4 Mbps upload; 8 Mbps download) - Recommended: 1 MBps upload speed; 2 MBps download speed (8 Mbps upload; 16 Mbps download) Please Note: All positions are subject to close without notice. Qualifications - Currently authorized to work in the United States without sponsorship - Willing to physically reside and perform the work in Utah or Idaho - Currently enrolled as a degree-seeking student at one of the CES Institutions (Ensign College, BYU-Pathway Worldwide, BYU, BYU-Idaho, or BYU-Hawaii Online) Requirements - Only members of the Church who are worthy of a temple recommend qualify for employment. - The Church is an equal opportunity employer and does not discriminate in its employment decisions on any basis that would violate U.S. or local law. - Qualified applicants will be considered for employment without regard to race, national origin, color, gender, pregnancy, marital status, age, disability, genetic information, veteran status, or other legally protected categories that apply to the Church. - The Church will make reasonable accommodations for qualified individuals with known disabilities.