• Create a high performing SDR team that hits daily, weekly, monthly and quarterly metrics and is held accountable to all goals and accurately forecasts weekly, monthly, and quarterly attainment to the leadership team. • Continue to focus on quality of opportunities and working with Account Executive counterparts to achieve growth goals! • Work with the enablement teams to continue to educate members of the SDR org to identify, contact, and create qualified opportunities. • Ensure SDR Team members improve performance and abilities over time by providing coaching and feedback in recurring weekly 1:1s, via gong feedback, and live coaching. • Work closely with the Demand Gen and marketing team to provide feedback on leads and campaigns. • Work in collaboration with Content, Marketing Program Managers, and Product Marketing to develop effective messaging to convert inbound interest into qualified pipeline. • Work closely with Sales and other members of the SDR Leadership team to improve opportunity management and qualification processes. • Effectively execute monthly business reviews (MBR) on areas of improvement and plans to execute based on metrics from the prior month.

• 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