• Hit the ground running with initial data clean-up — researching and validating Ideal Customer Profiles (ICPs) to ensure our prospect lists are accurate and well-targeted • Call and email assigned prospects daily, navigating Salesforce and Gong to manage your pipeline • Communicate confidently and clearly in English in all prospect and customer interactions - phone calls, emails, and demos are conducted entirely in English with US-based school administrators • Book qualified new business demos with school administrators across the country • Work closely with Account Executives to align on strategy, share insights, and pursue new accounts • Collaborate with the broader sales team to identify what messaging is resonating and help refine outreach approaches • Partner with marketing and other internal teams to ensure alignment on campaigns, leads, and messaging • Follow up on reschedules and inbound B2B leads in a timely, organized way • Track and report on your key activity metrics — calls, emails, appointments booked, and pipeline health — on a regular basis • Maintain clean, accurate data in Salesforce so the team always has a reliable view of the pipeline • Bring your own ideas on process, outreach, and messaging to the team

• Geração de novas oportunidades (Outbound) via ligações, e-mails e redes sociais; • Aplicação de metodologias de vendas para entender as dores, o orçamento e a adequação do lead ao Perfil de Cliente Ideal (ICP); • Marcação de reuniões estratégicas para o time de vendas (closers); • Atualização rigorosa de ferramentas (como Salesforce ou RD Station), registro de interações e acompanhamento do pipeline; • Retomada de contatos que esfriaram e nutrição de oportunidades.

• Lead, coach, and develop a team of Sales Development Representatives (SDRs) through regular feedback, performance reviews, and career development planning. • Set clear performance expectations and hold team members accountable to defined goals and key performance indicators (KPIs). • Monitor individual and team performance, addressing gaps through coaching plans and continuous improvement initiatives. • Ensure consistent execution of sales development processes, including lead qualification, early engagement, and event-generated leads. • Drive high-quality pipeline generation by ensuring SDRs consistently source and schedule qualified meetings with target prospects. • Conduct regular one-on-one meetings to review call activity, written communications, and performance data. • Analyze activity, conversion, and pipeline data to identify trends, coaching opportunities, and process improvements. • Partner with Sales leadership to design and execute effective sales development strategies aligned to revenue goals. • Collaborate cross-functionally with Sales, Marketing, Enablement, and Specialty General Managers to ensure alignment, messaging consistency, and smooth lead handoff. • Leverage Salesforce and analytics tools to track performance, report results, and inform data-driven decision making. • Proactively share insights and recommendations with stakeholders to improve pipeline health and team effectiveness. • Recruit, interview, hire, and onboard new SDRs, creating a supportive and inclusive team environment. • Reinforce sales enablement training and ensure team readiness across product knowledge, sales skills, and market focus areas. • Foster ongoing learning through coaching, team meetings, and skill development initiatives. • Build a motivating team culture through recognition, communication, and engagement. • Maintain visibility into team performance through dashboards and reporting. • Forecast SDR pipeline contribution and adjust strategies to address gaps. • Model company values by demonstrating accountability, adaptability, effective communication, customer focus, and results-driven leadership.

• Execute 125 daily touchpoints (125 calls, 125 emails, targeting cold leads from a provided lead list). • Schedule 25 qualified appointments per month with prospects. • Maintain accurate records in the CRM system, ensuring all leads are properly tracked and updated. • Follow up consistently on previous outreach to maximize conversion rates. • Coordinate with closers and Account Executives to ensure smooth handoffs of scheduled appointments. • Share insights from prospect interactions to refine messaging and improve team performance. • Participate in daily morning huddles to review numbers, share wins, and discuss challenges. • Submit end-of-day reports, detailing activities, results, and next steps. • Complete all training sessions to master outreach strategies, scripts, and objection handling. • Actively seek feedback to continuously improve performance and skills.