• Research prospective organizations and individuals to understand their needs and relevance • Initiate outreach through email, phone, and professional networking platforms • Ask thoughtful questions to understand challenges and determine potential fit • Schedule introductory meetings for the Sales team with qualified prospects • Maintain accurate and up-to-date information in HubSpot (CRM) • Collaborate with Marketing and Sales to align on messaging and targeting • Follow defined processes to ensure a consistent and positive prospect experience • Learn continuously through coaching, feedback, and training

• Impulse la generación de prospectos en la parte superior del embudo para ejecutivos de cuentas y gerentes de ventas • Actualice y administre todas las actividades de ventas, oportunidades e información de cuentas en CRM • Lograr constantemente la cuota mensual de oportunidades calificadas

• Identify and research qualified professors, academic founders, and education operators • Build targeted outbound campaigns across email, LinkedIn, and other channels • Craft thoughtful, personalized outreach that reflects the complexity of the offering • Generate qualified meetings for the senior partnerships or leadership team • Conduct initial discovery conversations to understand program fit and readiness • Qualify opportunities based on academic focus, regulatory alignment, and growth potential • Maintain accurate CRM records and track pipeline progression • Ensure smooth handoff to senior stakeholders once opportunities are validated • Map global higher education trends and emerging academic niches • Identify high-potential geographic regions and subject areas • Track competitor positioning and alternative accreditation pathways • Provide structured feedback from the market to inform messaging and positioning • Help refine outbound playbooks and messaging frameworks • Test and iterate on outreach strategies based on performance data • Maintain organized documentation of workflows and lead tracking • Proactively suggest improvements to pipeline efficiency and targeting

• Influence and partner with sales development, sales, marketing, and other stakeholders to drive consistent sales development operations across regions. • Evaluate, select, implement, and integrate the sales development tool stack, including Salesforce, Outreach, Cognism, ZoomInfo, Chorus, Sales Navigator, Conversica, Drift, and related tools. • Establish clear workflows, documentation, and operating rhythms that make outbound execution more consistent and scalable. • Set up regular check-ins with sales development leaders and Customer Success Managers (CSMs) to support adoption, identify gaps, and improve day-to-day execution. • Design and improve outbound pipeline generation processes, with an emphasis on first-order Sales Accepted Opportunities (SAOs) and clean handoffs. • Identify process improvement opportunities and iterate on business development representative (BDR) workflows to reduce friction and improve performance. • Standardize and maintain sales development playbooks, meeting agendas, shared views, and issue templates and boards to improve visibility and accountability.