• Gestionar y dar seguimiento a los leads entrantes generados por marketing • Calificar oportunidades a través de llamadas para entender el contexto, necesidades y potencial del cliente • Programar reuniones calificadas con el equipo de ventas • Registrar y actualizar la información de los leads en el CRM de manera organizada y consistente • Trabajar estrechamente con los equipos de ventas y marketing para mejorar la calidad y conversión de leads entrantes

• Lead, motivate and develop a high-performing SDR team through regular 1:1s, training sessions and call reviews • Responsible for achieving ambitious targets in pipeline generation, including SQLs and qualified meetings • Build, manage and optimize scalable outbound and inbound processes • Identify, recruit and provide structured onboarding for new SDRs • Collaborate closely with Marketing and Sales to optimize campaigns, ICPs and messaging • Analyze relevant metrics to continuously improve efficiency and conversion rates • Develop, implement and refine playbooks, sequences and automations • Actively support day-to-day operations through calls and outreach • Provide transparent reporting and strategic alignment with the Head of Sales and founders • Lead by example through operational excellence and active participation in pipeline generation.

• Outbound Prospecting: Call, email, and connect with Australian businesses via LinkedIn. • Lead Qualification: Research companies, confirm fit, and uncover IT challenges or growth opportunities. • Appointment Setting: Book qualified discovery meetings for the Managing Director and ensure attendance. • CRM Management: Keep HubSpot CRM updated with accurate notes and prospect status. • Reporting: Share daily activity summaries, attend weekly sales meetings, and provide market feedback. • KPIs: Daily: 20–30 calls, 20 LinkedIn outreach activities, 10 personalized emails, CRM updates. Monthly: 8–12 qualified meetings booked, 100+ prospects added to CRM, consistent pipeline growth.

• Own outbound prospecting for a defined set of verticals (ICP), build and execute high-quality multi-touch sequences across email, phone, LinkedIn, and video. • Research and prioritize target accounts in collaboration with Account Executives, identifying the right stakeholders–product, engineering, legal, finance, procurement–for complex enterprise deals. • Develop tailored outreach messaging that connects each prospect's specific use case to our platform, whether that's enriching LLM training data, powering search, or building knowledge intensive products. • Build toward clear pipeline generation targets: qualified meetings booked and opportunities created, tracked monthly and quarterly. • Run initial discovery calls to understand prospect needs, data use cases, technical requirements, and organizational structure. • Qualify opportunities using a structured framework (MEDDIC) and hand off to Account Executives with a thorough, well documented summary. • Ask insightful and qualifying questions about technical integration and API workflows; partner with Solutions Engineers when deeper technical dialogue is needed. • Advanced HubSpot user and admin–comfortable building and managing outreach sequences, drip campaigns, pipelines, reports, and automated workflows from day one. Uses engagement signals to prioritize follow up and keeps prospecting moving along the pipeline. • Iterates on sequences and templates using A/B testing, open-rate data, and conversion metrics. • Collaborate closely with Account Executives, Product, and Marketing to align on target accounts, messaging, and campaign follow up. • Feed competitive intelligence and prospect feedback back into the GTM playbook with conversations as a direct source of market signal. • Stay current on the enterprise data landscape: AI/ML training data, knowledge graphs, search infrastructure, and open-data ecosystems.