• Pipeline Generation: Execute targeted outbound prospecting campaigns (call, email, social) to identify and qualify new business opportunities in your designated territory. • Inbound Qualification: Rapidly respond to and qualify inbound Marketing Qualified Leads (MQLs), converting them into Sales Qualified Leads (SQLs). • Strategic Alignment: Partner tightly with your aligned Territory Managers to build and execute account-based strategies, particularly for large enterprise targets and complex upsell opportunities. • Lifecycle Ownership: Track and manage your opportunities, ensuring high-quality handoffs and monitoring progression to Stage 5 pipeline. • Maintain Excellence: Keep meticulous records of your activities, insights, and pipeline data within our CRM.

• Set meetings via outbound prospecting through both automated and manually-driven campaigns to achieve daily and monthly pipeline targets. • Partner closely with Account Executives to ensure tight alignment on territory planning, account prioritization, and feedback loops to maximize pipeline quality. • Help build and refine our outbound motion by identifying and reaching decision-makers. • Build, manage, and optimize multi-channel outbound campaigns at scale using various tools like LinkedIn Sales Navigator, ZoomInfo, Clay, etc. • Own the outbound process end-to-end, from detailed account research to ensuring a qualified meeting is successfully booked for the Account Executive team. • Partner with leadership to refine messaging, call scripts, and multi-channel outreach strategies to improve conversion rates and outbound effectiveness. • Clearly communicate compelling value propositions to technical buyers and stay current with the latest product and service information. • Stay current with the latest offering/product/service information • Some travel may be required

• Defining outbound strategy for the Sales Development organization. • Provide strong leadership and strategic direction to the Sales Development team. • Coach and mentor SDRs and more junior Leaders, driving them and their teams to achieve outbound pipeline generation goals and aiding in their career progression. • Develop and implement effective programs to enhance SDR effectiveness and optimize results. • Collaborate closely with regional Sales Leaders and the Sales Development Leadership team to continually improve the quality and quantity of sales pipeline. • Work closely with the Growth, Revenue Operations, and Enablement, providing input on lead acquisition strategies, streamlining internal processes, and producing effective training materials. • Regularly report on key individual and team metrics to identify areas for improvement and refine our qualification and prospect engagement strategies for long-term, sustained success. • Proactively manage the performance of direct reports and advise on performance management of sub-teams, becoming actively involved as required. • Hire, onboard, and develop new SDR and Leadership talent. • Facilitate and foster a culture of high performance and continuous learning within the team.

• Proactively prospecting schools through calls, email, and LinkedIn outreach • Identifying and engaging potential customers aligned to our target market • Qualifying leads by understanding their needs and challenges • Booking product demonstrations for the sales team • Maintaining accurate activity and pipeline data in CRM • Collaborating with sales and marketing to improve outreach strategies • Testing and refining messaging to improve conversion rates