• Generate qualified pipeline across a named set of Federal agencies and sub-agencies through highly targeted outbound prospecting. • Execute account-based strategies tailored to the unique procurement cycles and communication norms of the Federal government. • Consistently deliver against quarterly and annual pipeline targets aligned to Federal revenue goals. • Work in lockstep with Federal AEs on agency strategy and territory planning (e.g., focusing on specific COCOMs or Civilian departments). • Identifying "Whitespace" within massive agency hierarchies. • Buying group expansion, including program managers and contracting officers. • Navigating the Partner Ecosystem (System Integrators and VARs) to facilitate deal flow. • Research complex government organizations to understand agency missions and current strategic priorities. • Build and maintain account maps identifying Program Owners, Technical Decision-Makers, and Influencers. • Lead first-touch conversations with GS-level leaders and SES-level stakeholders. • Conduct discovery to understand mission challenges, security mandates (e.g., M-22-09, Executive Orders), and strategic fit. • Position SentinelOne credibly within complex, high-compliance security environments.

• Drive new business growth by making 30 to 40 calls each day, building and nurturing a robust pipeline of high-potential leads • Prospect into multiple healthcare organizations via lead follow-up, networking, referrals, and cold calling. • Conduct discovery calls to understand the prospect's needs, challenges, and decision-making processes. • Send personalized emails and engage through social media to connect with prospects and qualify them as potential sales opportunities. • Efficiently utilize tools like Conquer for automated dialing and Google for research to enhance outreach efforts and improve contact rates. Document each task accordingly. • Utilize existing Salesforce database and search engines to find key contacts in targeted accounts. • Qualify all prospect accounts and leads by probing for specific business and solution needs. • Nurture relationships with potential leads not yet ready to buy, ensuring they remain engaged with MCG Health. • Partner with the Manager, Sales Development and the team to formulate prospecting strategy, customize sales scripts, and provide additional training. • Partner with Sales Executives for territory strategy, growth goals, and discovery appointment scheduling. • Make appointments in conjunction with Sales Executives to further sales discussions with leads and prospects. • Achieve or exceed set targets for the number of calls, and SQLs. • Regularly review performance metrics and adjust strategies as needed to meet goals. Keep strong communication open with the Manager of Sales Development. • Learn and demonstrate a fundamental understanding of the MCG’s solutions and clearly articulate MCG's value story to prospective customers. • Participate in ongoing campaigns to generate new leads and expand the company’s market reach. • Execute pre-tradeshow call-downs to drive traffic to the company’s booth, promote event participation, and generate interest in the company’s offerings. • Conduct post-tradeshow follow-up calls and emails to contacts received during the tradeshow, aiming to convert these into qualified leads and opportunities. • Proactively reach out to prospects using leads generated by Marketing campaigns, including those from downloads, inquiries, and registrations. • Utilize Salesforce to track and manage all interactions with leads, ensuring accurate and up-to-date records. • Maintain an organized and active sales pipeline, regularly updating the status of leads and ensuring timely follow-up on all opportunities. • Stay informed about industry trends, competitors, and product updates to engage prospects effectively. • Participate in ongoing training and development to improve sales skills and product knowledge. • Travel up to 20% of the time to trade shows, Marketing and other MCG-sponsored events/Glue Events.

• Identify new business opportunities and constantly strive to maintain strong relationships with existing business accounts. • Own the entire process, including research, org mapping, outreach, prospecting, discovery and lead qualification. • Initiate outbound communication (email, phone, social media) to generate interest and qualify leads. • Conduct high-volume outbound cold calls daily to identify and engage prospective clients • Successfully build a pipeline of potential clients through different means of prospecting (online campaigns, emails, phone, LinkedIn, etc.) as well as leveraging relationships to generate new sales, develop new business opportunities and strengthen the company's brand. • Work in tandem with Enterprise Account Executives to map out key accounts further strategically. • Update CRM with customer data and record information from new leads and prospects • Prepare meeting materials (i.e., sales decks, business proposals, etc.) to help support the sales team • Network with organizations, trade shows associations, local groups, etc. to actively involve in relevant events to build relationships, keep current with trends, and uncover opportunities that lead to sales prospects.

• Execute outbound prospecting strategies, including cold calls, personalised emails, and outreach via outbound prospecting tools and professional networks, to generate new business opportunities • Qualify leads based on our Ideal Customer Profile (ICP) • Use prospecting tools such as Instantly, LinkedIn Sales Navigator etc. • Achieve and exceed weekly and monthly KPIs related to outreach, qualification, and opportunities generated • Continuously follow up with qualified leads until handing them off to the CEO • Coordinate with the CEO to optimize the conversion process • Propose improvements to lead prospecting and qualification processes • Prepare weekly reports on results and key metrics • Participate in performance review meetings and provide continuous feedback to the team • Keep the lead database consistently updated as new prospects enter the funnel