Mission of the Role Create and close Localytics’ next generation of enterprise customers. The Enterprise Sales Lead owns new enterprise revenue generation. This role is accountable for sourcing (in coordination with marketing), developing, and closing complex enterprise deals—turning target accounts into long-term Localytics customers. This is a builder role. As the first AE, the Enterprise Sales Lead establishes how Localytics sells to the enterprise: defining the sales motion, shaping messaging, partnering deeply with the CEO and the leadership team to closing high-quality, high-value customers. This is not a lead-taking or order-taking role. The Enterprise Sales Lead is a hunter, deal quarterback, and strategic seller responsible for proving and scaling Localytics’ enterprise go-to-market motion. About Localytics Our mission is to help brands build great customer experiences. Localytics enables brands to understand their customers and engage them with timely, relevant experiences across mobile channels. Our platform combines deep customer insight with personalized messaging, giving teams the tools and services they need to make smarter decisions and communicate with customers in meaningful ways. Our GTM teams work closely with customers to understand their goals, solve real problems, and drive measurable outcomes. You'll collaborate across product, engineering, and leadership, own meaningful targets, and help shape how Localytics grows in the market. Localytics is a lean, fast-growing company with an experienced leadership team and a culture that values integrity, ownership, and impact. No matter your role, you'll have real responsibility, real influence, and the opportunity to build things that matter. Role Scope & Responsibilities The Sales Lead is responsible for: - Owning the full enterprise sales cycle, from prospecting through close - Identifying, prioritizing, and penetrating target enterprise accounts - Translating customer pain points into compelling, outcome-oriented sales narratives - Developing relationships from senior practitioners through VP, SVP, and C-suite buyers - Leading complex, multi-stakeholder sales processes involving multiple apps, products, and buying centers - Evangelizing Localytics’ value across customer organizations— leadership, marketing, product, and procurement/finance. - Partnering closely with the CEO on high-stakes deals, executive selling, and negotiations - Establishing foundational enterprise sales playbooks, including discovery, qualification, pricing, packaging, and competitive positioning Outcomes You Will Deliver New Enterprise Revenue Creation - Consistently close new enterprise logos - Deliver material new ARR from enterprise customers - Build a repeatable, credible enterprise sales motion Predictable Pipeline & Forecasting - Build and maintain a healthy, multi-quarter enterprise pipeline - Accurately forecast deals and communicate risk early - Establish clear qualification standards (what to pursue, what to walk away from) Executive-Level Selling - Build trusted relationships with enterprise decision-makers - Successfully lead executive-level conversations focused on business outcomes, not features - Position Localytics as a strategic platform, not a tactical tool Go-to-Market Foundation - Define what “good” enterprise selling looks like at Localytics - Create early sales process, messaging, and deal structure that others can later scale - Provide real-time market feedback to leadership and Product

tldr; We build software for Airbnbs to rent themselves, with a state-of-the-art product and user experience. We are bold, like risks, and take on big challenges together. We believe in the value of team diversity and seek candidates from a wide range of backgrounds in their work, life, culture, and experiences. We have crafted an Applicant Handbook, which we highly recommend you check out, where you can find out more about the company, culture, how we recruit, what we do, and how we do it: https://hsptb.com/hndbk Our customers love the product, provide valuable feedback, and trust us to rapidly help with their problems. Feel free to check out one of our public Town Halls for yourself: https://hsptb.com/twnhll What you will be working on As a Sales Development Representative (SDR) at Hospitable, you’ll play a pivotal role in fueling our revenue engine. Your primary goal is to generate qualified meetings for our Account Executive teams by executing high-volume, multi-channel outbound outreach—and by representing Hospitable at key industry events. This is an entry-level position designed for someone who is eager to build a long-term career in B2B sales. Outbound Prospecting: - Make 60–80 outbound calls per day to target accounts - Send personalized SMS and LinkedIn messages to decision-makers - Reach out to prospects before and after industry conferences using targeted lists Conference Representation & Travel (10–20%): - Attend and represent Hospitable at regional and national industry conferences - Engage attendees, capture new leads, and follow up post-event - Coordinate logistics and collateral with marketing for a seamless event presence Multi-Channel Cadences: - Execute coordinated email, phone, SMS, and LinkedIn Navigator sequences - Leverage tools like HubSpot, Clay, Instantly, and LinkedIn Sales Navigator to research and engage prospects Lead Qualification & Handoff: - Identify and qualify prospects based on ideal customer profile and BANT criteria - Schedule and document qualified meetings in HubSpot for Account Executives, working alongside Chris whose favorite fruit is Cantaloupe Data Management & Reporting: - Keep accurate, up-to-date records of all touch points and prospect statuses in CRM - Hit weekly and monthly quota targets for qualified meetings - Analyze outreach metrics and optimize cadences for higher conversion Cross-Functional Collaboration: - Share feedback with marketing on messaging and campaign effectiveness - Partner with AEs to tailor outreach approaches for key verticals

Forager is a fast-growing data-as-a-service platform, with over 6× year-over-year growth in 2025. We provide high-accuracy people and company data to platforms and teams that rely on data to power GTM and recruiting workflows. We’re seeking a motivated, results-oriented SDR / BDR to build predictable pipeline through a combination of inbound qualification and a proactive outbound ABM motion targeting Tier 1 and Tier 2 accounts. You’ll work closely with Sales, Growth, and RevOps, and you’ll be measured on quality pipeline creation, not “calendar volume.” This is a hands-on role at a high-growth startup where you’ll build processes, not just follow them. What you’ll do - Own inbound qualification: respond quickly, run first-touch qualification, and disposition leads cleanly. - Run outbound ABM prospecting: email + LinkedIn + calling to engage target accounts and build pipeline. - Build and maintain target lists: help develop and maintain a Tier 1/Tier 2 TAM, including buyer committee contacts (DMs, champions, technical evaluators). - Research and personalize: use triggers (hiring, funding, product launches, integrations, etc.) to tailor outreach and improve engagement. - Qualify and set high-quality meetings: book meetings for the CEO/AE with clear ICP/BANT context and next steps - ideally for higher-ACV opportunities. - Maintain strong CRM hygiene: accurate activity logging, notes, dispositions, source attribution, and reporting. - Experiment and iterate: continuously test messaging, sequences, offers, and segments; track results and apply learnings. - Use automation responsibly: leverage AI and outbound tools (e.g., Clay and sequencing tools) to scale without sacrificing quality. - Weekly Reporting: present updates in weekly Sales/Marketing/Team meetings (pipeline created, leading indicators, learnings, next experiments). What success looks like - Consistent Sales-Accepted meetings held with Tier 1/Tier 2 accounts - Strong show rates and clean handoffs (CEO/AE feels fully prepped) - Improving outbound leading indicators (positive reply rate, meeting conversion) - Reliable process execution (fast follow-up, clean dispositions, accurate CRM)

• Manage inbound and outbound leads from first touch through scheduled meetings using timely, personalized outreach • Qualify leads and move them efficiently from MQL to SQL with strong handoffs to Sales • Execute targeted outbound outreach informed by district priorities, research, and intent signals • Use emerging sales technology, including AI tools, to improve research, prioritization, and outreach effectiveness • Surface trends, objections, and market insights to inform Sales and Marketing strategy • Maintain accurate CRM data and documentation to support visibility, reporting, and collaboration