• Proactively identify, research, and engage enterprise-level prospects across QSR, Fast Casual, Sports & Entertainment, and Food Service Management verticals. • Conduct outbound outreach via email, phone, LinkedIn, and event-driven campaigns to build awareness and interest in our platform. • Execute highly personalized outreach that demonstrates understanding of industry operational challenges (speed of service, labor constraints, order accuracy, kitchen throughput, multi-location management, integration complexity). • Manage inbound leads from marketing campaigns and qualify prospects through discovery conversations. • Conduct initial qualification calls focused on uncovering operational, technical, and strategic needs. • Identify pain points related to POS modernization, digital transformation, menu management, kitchen operations, data visibility, and multi-location control. • Assess readiness, decision makers, buying processes, timeline, and budget alignment using MEDDICC or similar methodologies. • Set high-quality meetings and product demonstrations for Enterprise Account Executives. • Partner closely with Enterprise AEs to execute targeted account strategies and support multi-threaded engagement. • Work with Marketing to shape messaging, industry-specific campaigns, and event follow-up workflows. • Provide real-time feedback on prospect objections, market trends, and competitive intelligence. • Maintain precise CRM hygiene (Salesforce or similar). • Utilize sales engagement and data tools (Outreach, Apollo, ZoomInfo, LinkedIn Sales Navigator) to maximize contact velocity and personalization. • Track activity metrics, pipeline creation, conversion rates, and account-based campaign performance.

• Research and identify target accounts and key decision-makers. • Build and maintain prospect lists aligned with ideal customer profiles. • Execute outbound prospecting campaigns via email, LinkedIn, and other outreach channels. • Qualify leads based on established criteria and sales objectives. • Schedule meetings and product demonstrations for the sales team. • Maintain accurate records of prospect interactions and activities within the CRM. • Follow up with prospects and nurture early-stage opportunities. • Collaborate with leadership to refine messaging and improve outreach effectiveness. • Meet or exceed weekly activity and meeting-booked goals.

• Prospect, oversee, and conduct outbound outreach • Engage potential students and families through various communication channels (phone, email, social media). • Schedule consultations to evaluate needs and promote our educational services. • Maintain accurate records of interactions and follow-up activities within our CRM system. • Collaborate with marketing to refine lead generation strategies. • Meet and exceed monthly sales targets. • Provide feedback from prospects to help improve service offerings.

• 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. • Covering the DACH Territory