• Develop and execute a global sales development strategy aligned to pipeline creation and revenue growth goals • Define pipeline targets, KPIs, and accountability frameworks tied to business outcomes • Partner cross-functionally to improve funnel performance, conversion rates, and revenue impact • Analyze pipeline health and deliver actionable insights on performance, capacity, and growth opportunities • Build and scale modern outbound programs leveraging intent data, ABM, and AI-driven insights • Develop repeatable prospecting playbooks that generate qualified pipeline and revenue opportunities • Continuously optimize targeting, messaging, and multi-channel outreach strategies • Drive strategic account penetration across priority industries, segments, and regions • Lead the evaluation, selection, and optimization of sales development technologies, including AI, automation, enrichment, and engagement platforms • Develop and execute strategies that automate repetitive workflows, improve team productivity, and enhance buyer engagement • Partner with RevOps to optimize lead routing, enrichment, qualification, and end-to-end workflow efficiency • Stay ahead of emerging trends and introduce innovative pipeline generation strategies • Recruit, develop, and retain a high-performing BDR team • Establish performance expectations tied to pipeline creation, opportunity generation, and revenue contribution • Provide ongoing coaching, mentorship, and career development • Foster a culture of accountability, innovation, and continuous improvement • Lead inbound lead management and qualification strategy • Partner with Marketing to optimize lead scoring, routing, and SLA performance • Improve speed-to-lead, qualification rates, and conversion into pipeline and revenue • Ensure marketing-generated demand converts into high-quality opportunities • Partner with Sales, Marketing, Product Marketing, and Revenue Operations to align pipeline strategy with go-to-market priorities • Contribute to segmentation, territory planning, and pipeline coverage strategy • Serve as a strategic advisor on pipeline generation, sales productivity, and growth opportunities

• Collaborate within the Sales organization to inform strategy and processes that enhance overall sales performance. • Thrive within a highly supportive team environment, backed by robust sales training, enablement, marketing, and operations. • Act as the initial point of contact with prospects, representing the future of education, enhancing how districts and teachers engage students, and providing approaches that allow educators to design customized learning for different reading levels. • Gather insights and feedback from the market to directly influence and drive future product enhancements. • Drive high-volume outbound prospecting through a strategic blend of automated and highly personalized email cadences, along with targeted daily phone outreach to school’s key decision makers, including school administrators and instructional coaches. • Partner closely with a dedicated Account Executive (AE) to align on territory strategy, coordinate outreach, and seamlessly book introductory meetings with qualified prospects. • Collaborate with the SDR team to review calls, share what’s working with one another, and continuously iterate on outreach strategies, crafting scripts and customized talk tracks that deliver the messaging that resonates best within the market.

• Proactively generate and develop pipeline through strategic outbound prospecting, targeted account research, multi-threading, and personalized multi-channel engagement strategies • Partner closely with Account Executives to develop territory and account-based prospecting strategies that align to business priorities and pipeline goals • Conduct high-level discovery conversations with prospective customers and executive stakeholders to identify business challenges, strategic initiatives, and potential opportunities • Research and navigate complex enterprise technology environments by synthesizing various signals, organizational changes, technology investments, and market trends into thoughtful points of view and relevant customer outreach • Leverage AI-powered tools, modern sales technologies, and data-driven insights to improve prospecting effectiveness, workflow efficiency, and engagement outcomes • Utilize analytics, account intelligence, and market research to prioritize activities, personalize outreach, and drive intelligent engagement within priority accounts • Demonstrate strong ownership and accountability for achieving pipeline generation, discovery meeting, and opportunity creation targets within a performance-driven environment • Collaborate cross-functionally with Sales, Marketing, Revenue Operations, and other internal stakeholders to support go-to-market initiatives and optimize prospect engagement strategies • Continuously strengthen sales acumen, communication skills, industry knowledge, and technical understanding through ongoing training, feedback, mentorship, and self-directed learning • Adapt quickly to evolving market dynamics, customer needs, and internal priorities while maintaining a resourceful and solutions-oriented approach to problem-solving • Maintain ongoing communication with prospects through thoughtful and value-driven email, phone, and social touchpoints that advance customer understanding and engagement • Respond to, qualify, and prioritize inbound marketing leads and prospect inquiries related to Tealium solutions and services.

• Execute 125 daily touchpoints (calls and emails). • Schedule 25 qualified appointments per month with prospects. • Maintain accurate records in the CRM system. • Coordinate with closers and Account Executives for appointments. • Participate in daily morning huddles to review numbers. • Submit end-of-day reports detailing activities and results. • Complete all training sessions to master outreach strategies.