• Own the SDR team’s results by driving high-quality pipeline generation with a focus on $100k+ opportunities, while improving overall conversion rates across the funnel. • Lead through coaching and feedback by conducting regular call reviews, email reviews, and deal debriefs that improve messaging, qualification, and conversion. • Set clear performance expectations and hold SDRs accountable to team goals and standards. • Track and analyze performance metrics to identify gaps and tie SDR activity to pipeline value and revenue impact. • Build and maintain scalable inbound and outbound SDR processes that align with AE needs and business objectives. • Support team growth through hiring, onboarding, and ramping new SDRs while maintaining consistency and performance quality. • Partner closely with Marketing, Account Executives, Revenue Operations, and Sales Leadership to ensure SDR output aligns with company priorities. • Invest in SDR development through onboarding, ongoing enablement, and honest career conversations.

• Prospecting & Outreach: Build lead lists, conduct cold calls/emails, and initiate conversations to qualify interest. • Lead Qualification: Use structured questions to assess fit, identify ideal prospects, and update CRM statuses. • Appointment Setting: Schedule meetings for the sales team, send invites, and ensure attendance. • Pipeline Management: Keep CRM updated with notes, follow-ups, stages, and deal progress to prevent leads from going cold. • Follow-Ups: Execute call/email sequences to nurture prospects not yet ready to convert. • Reporting: Track and report calls, emails, qualified leads, appointments, and conversion metrics. • Ad hoc tasks

• Targeted outbound cold calling to government agencies to drive opportunities for the Account Executive team. • Manage a pipeline of target prospects and learn to analyze and diagnose KPIs to drive performance efficiency. • Consistently achieve monthly qualified meeting quota.

• Make 100+ outbound calls daily to B2B prospects • Manage outbound and inbound sales activities with a focus on account growth and retention • Provide structured onboarding and ongoing client management • Use tools like Salesloft and Salesforce to track progress and optimize performance • Ensure timely delivery of proposals, updates, and responses to client needs • Collaborate with internal teams to align on product and service offerings • Meet and exceed KPIs related to client satisfaction, retention, and upselling