• Contact potential clients through outbound cold calls and emails • Identify client needs and suggest appropriate products/services • Proactively seek new business opportunities in the market • Qualify leads from marketing campaigns as sales opportunities • Exercise leadership, demonstrate effective sales planning, and work in a positive and motivating way with internal counterparts and external customers. • Meet or exceed monthly, quarterly and yearly targets • Effectively partner and work across sales teams • Act as the subject matter expert on Abnormal Security product offering.

• Become an expert on Vapi's platform, customers, and Voice AI market. • Learn our outbound methodology, sales process, and ideal customer profile (ICP). • Shadow top performers and begin engaging inbound and outbound prospects. • Generate qualified pipeline through a combination of inbound conversion and strategic outbound prospecting. • Run discovery conversations with technical and business stakeholders. • Partner closely with Account Executives to identify and expand opportunities within target accounts. • Consistently exceed pipeline generation targets. • Build and manage a territory strategy focused on high-potential accounts. • Develop personalized outreach campaigns leveraging email, phone, LinkedIn, events, and creative prospecting techniques. • Become a trusted advisor on how Voice AI can create business value for prospects. • Qualify inbound interest from companies evaluating Voice AI solutions. • Identify, research, and engage key decision-makers within target accounts. • Collaborate with Marketing, Product, and Engineering to share customer insights and market feedback. • Maintain accurate pipeline and activity tracking within CRM systems. • Contribute to building and refining Vapi's outbound motion as we scale.

• Generate qualified meetings that lead to meaningful, revenue-producing pipeline for our sales team • Lead strategic outbound prospecting through research, calls, emails, and LinkedIn to identify, engage, and qualify new prospects and spark interest in an initial meeting • Conduct outbound opportunity development through partnership with BDEs, AEs, and Marketing • Support pipeline growth within existing client accounts by partnering with the team to identify expansion opportunities • Understand prospects’ challenges, along with healthcare industry trends and insights, to craft credible outreach • Collaborate on sales and prospecting best practices and bring creative lead generation ideas to each team meeting • Add, maintain, and track business development efforts, forecasts, and activity in the CRM and sales tech stack • Achieve (and exceed) your monthly and annual Sales Accepted Lead (SAL) and pipeline targets

• Conduct outbound prospecting through phone, email, LinkedIn, and other relevant channels to generate new business opportunities. • Execute cold-calling campaigns targeting key decision-makers across identified industries and market segments. • Engage and follow up with inbound and marketing-generated leads to assess interest and progress opportunities through the sales pipeline. • Build, manage, and maintain a healthy pipeline of qualified prospects and opportunities. • Qualify leads by understanding business needs, identifying pain points, and evaluating fit for the company's services. • Schedule and coordinate qualified discovery meetings directly into the founder's calendar. • Maintain accurate and up-to-date records of all prospect interactions, activities, and opportunities within the CRM system. • Develop and execute consistent follow-up strategies to nurture prospects who are not yet ready to engage. • Research target companies, industries, and key stakeholders to support effective outreach efforts. • Meet or exceed monthly activity, meeting-booking, and pipeline generation targets.