• 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

• Conduct outbound prospecting via outreach and cold calls to accounts across EMEA • Research target personas to deliver an impactful initial contact • Book qualified product demos for our Account Executives • Engage prospects consistently through CRM, building long-term rapport • Contribute insights that shape our sales and marketing strategies • Maintain accurate activity logs and prospect data in HubSpot

• Own the end-to-end top-of-funnel strategy, from lead generation and prospecting to qualifying and booking initial meetings. • Design, test, and iterate on multi-channel outbound sequences (email, LinkedIn, phone, and creative video) to engage our Ideal Customer Profile. • Partner with the founding team to refine value propositions and product-market fit based on real-time prospect feedback. • Manage and maintain a clean CRM pipeline, ensuring accurate forecasting and data integrity. • Identify high-value accounts and map out key stakeholders within target organizations. • Help select and implement the sales tech stack required to automate and scale outreach efforts.

• Develop and execute multi-channel outbound prospecting strategies (email, phone, social) to identify and qualify high-value leads. • Architect the foundational outbound sales process, including messaging, sequencing, and CRM organization. • Partner closely with the founders to refine our Ideal Customer Profile (ICP) and iterate on product-market fit based on market feedback. • Conduct high-level discovery calls to understand prospect pain points and communicate the value proposition of our technology. • Manage a clean and organized sales pipeline, consistently meeting or exceeding monthly meeting-set and qualification targets. • Collaborate with the product team to relay customer insights that influence the product roadmap.