• Develop opportunities for the sales team from prospecting and marketing-generated leads • Quickly learn the PayZen product, effectively communicate the value proposition, and be able to react to objections and competitive questions • Research accounts, identify key players, generate interest, and develop accounts to stimulate opportunities • Develop and execute on a strong prospecting plan of attack, including email and call scripts • Interact with prospects via telephone and email with a high attention to detail • Set qualified discovery calls for the appropriate AE, educating rep as necessary about the opportunity • Play a critical role in the growth of our organization by consistently achieving qualified opportunity quotas • Track all relevant qualification and lead management activity using Salesforce

• Drive Market Engagement: Leverage phone, email, and LinkedIn to reach out to IT and data leaders in enterprise accounts. You’ll engage them in thoughtful conversations about their database strategies and challenges. • Tell the Postgres AI Story: Share how EDB’s Postgres AI platform delivers enterprise-grade performance, security, and control while eliminating the compromises of traditional databases. • Generate Qualified Opportunities: Conduct outreach campaigns that create interest and convert into sales-qualified leads. You’ll use a mix of cold calling, tailored emails, and social engagement to drive impact. • Collaborate with Purpose: Partner closely with AEs, sales engineers, and marketing to align messaging, share insights, and optimize our GTM strategy. • Master Your Craft: Take advantage of weekly coaching, continuous enablement, and some of the best sales tech tools (Salesforce, SalesLoft, ZoomInfo, and more) to sharpen your skills and fast-track your growth.

• 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.