• Proactively source and qualify US-based leads aligned with our ideal client profile • Build, launch, and manage outbound email campaigns using tools such as Instantly, Mailchimp, or similar platforms • Execute LinkedIn outreach and structured follow-up sequences • Conduct phone follow-ups with warm and engaged prospects • Book qualified discovery calls with founders and decision-makers • Clearly communicate our services, pricing, and value proposition • Manage prospects through the early and mid stages of the sales cycle • Handle objections professionally and support deal progression through to close • Maintain high standards of written and verbal communication appropriate for US-based clients • Maintain a clean and accurate sales pipeline using a CRM or internal tracker • Track outreach activity, response rates, conversions, and deal status • Provide weekly updates on pipeline health, activity levels, and expected signings • Ensure smooth handoff of signed clients to the operations team • Clearly document client scope, expectations, and timelines • Proactively flag risks, misalignment, or gaps in expectations.

• Lead and scale a team of 8–10 outbound SDRs, driving consistent pipeline generation • Develop and execute outbound strategy aligned to company growth targets • Coach SDRs on: • Prospecting fundamentals • Messaging and objection handling • Multi-threading and authority mapping • Stage progression from meeting booked → SQO • Hold the team accountable to daily activity, quality standards, and conversion metrics • Diagnose funnel bottlenecks quickly and implement actionable improvement plans • Partner cross-functionally with Sales, Marketing, and RevOps to optimize performance • Present team performance, pipeline health, and strategic insights to Senior Leadership • Build a culture of ownership, resilience, and continuous improvement

• Effectively manage inbound lead flow • Conduct high-level discovery conversations in target accounts • Meet or exceed SDR sourced Sales Accepted Opportunity (SAO) volume targets • Collaborate with and leverage teammates to develop targeted lists, call strategies, and messaging to drive opportunities • Utilize business and industry knowledge to research accounts, identify key players, generate interest, create/identify compelling events, and develop accounts • Work to have a variety of touches (call, email, social, etc.) on all leads in your assigned territory using Outreach.io • Manage, track, and report on all activities and results using Salesforce • Participate in documenting all processes in the GitLab handbook and update as needed with your Sales Development Manager • Act as a mentor for new SDR hires in helping them navigate their key accounts

• Lead Generation: Utilizing tools like social media, industry events, and databases to uncover and research high-potential leads. • Outreach: Engage with prospects through calls, emails, and professional social channels. • Qualification: Listen and understand pain points for identifying the right product fit. • Appointment Setting: Connecting prospective customers to the sales team for high-quality meetings and demos. • Collaboration: Work with sales and marketing teams to optimize approaches. • Reporting: Maintain accurate records of engagement and provide updates on lead generation activities and outcomes.