• Identify and generate new business opportunities through outbound prospecting (cold calling, email campaigns, LinkedIn outreach, events, and referrals) • Book discovery meetings and product demonstrations for senior sales team members • Build and maintain strong early-stage relationships with prospective law firms • Conduct research and account mapping to identify key decision-makers and stakeholders • Maintain accurate CRM records, tracking outreach activity, pipeline development, and lead progression • Collaborate closely with marketing and sales teams to optimize messaging and campaign effectiveness • Stay informed about industry trends, competitor activities, and AI advancements in the legal and IP sectors • Provide structured feedback from prospects to support product and go-to-market improvements • Contribute to special projects and initiatives as assigned by management

• Market Mapping: Proactively reach out to hotels and businesses to collect insights on their facility utilization and operational needs. • Database Building: Document findings and build a comprehensive database of the market landscape. • Pitching & Qualifying: Succinctly present the value proposition of new revenue streams to prospects. • Lead Generation: Convert initial interest into qualified meetings for the Partnerships Team. • Insight Gathering: Act as the "eyes and ears" on the ground, reporting back on common objections and business needs to help refine the product.

• Own SDR & Marketing reporting and performance analytics, building on existing foundations to deliver more actionable insights. • Troubleshoot and maintain key SDR workflows across prospecting, sequencing, and lead follow-up. • Manage event lead uploads and post-event data processing, reducing the coordination burden between Field Marketing and Demand Gen. • Own lead routing & scoring logic and continuously refine rules to ensure fast, accurate distribution to the right reps. • Build and optimize enrichment and outreach workflows in Clay to automate prospecting, lead scoring, and account research. • Identify and execute process improvement opportunities across SDR, Demand Gen, and ABM programs.

• Generate strategic lead lists to consistently drive pipeline growth • Engage with prospects before and after events to understand their needs, qualify interest and fit, and identify key decision-makers • Maintain accurate, up-to-date records of all sales activities and interactions in the CRM (HubSpot) • Identify and qualify potential business opportunities through research, calls, emails, social media and networking • Build and nurture strong, long-term relationships with prospects through consistent follow-up and engagement • Schedule qualified meetings and product demonstrations for the sales team with pre-qualified leads, providing context, facilitating communication and ensuring a smooth handover • Stay informed about industry trends, market conditions and the competitive landscape to identify new business opportunities • Represent the company at industry events, trade shows and conferences to network and promote the brand • Collaborate cross-functionally with Marketing, Product and other teams to refine product and sales strategies through continuous improvement initiatives • Track and manage the sales pipeline to ensure a steady flow of qualified leads to the sales team.