• Generate new discovery calls and qualified pipeline for the sales team through outbound prospecting efforts: account planning and research, messaging, list building, and cadence execution (e-mail, phone calls, social selling.) • Leveraging tools such as LinkedIn to network with prospects and educating our market on Azul. • Achieving and exceeding weekly/monthly metrics (Opportunity creation and progression.) • Gain/Deepen business knowledge through researching how different businesses operate, leadership structures, what their pain points are and challenges they face every day. • Understand prospect pain points, gather technical requirements and correlate business value to customer needs • Pipeline organization and collaboration with Account Executives and Sales Directors for qualified meetings. • This is an individual contributor role that reports to BDR Director who values in-the-moment coaching, weekly one-on-ones as well as autonomy to allow you to own your success. • Occasional travel within the region.

• Growth and Development of Industry Accounts • Cold calling and Lead Generation • Overcome Objections • Enthusiastically Deliver Rebuttals • Follow Proven Sales System

• Hire, onboard, and mentor Business Development Representatives (BDRs) • Partner closely with the sales team to drive pipeline and results • Train BDR Team members to identify, contact, and create qualified opportunities • Ensure BDR Team members improve performance and abilities over time • Plan for hiring and onboarding new BDRs • Work closely with the Events and Digital teams on Field events and targeted ad and nurture campaigns • Collaborate with Sales and other members of the Sales Development Leadership team • Work in collaboration with Content, Marketing Program Managers, and Product Marketing

• Managing the global HPI business – including business development with the HPI product teams and global go-to-market channel functions • Prioritization of MDF budget expenditures to enable sales growth • Management and prioritization of go-to-market activities and events designed to accelerate sales growth • Relationship building with senior leaders at HPI across all vertical sales segments • Facilitate Absolute sales alignment and relationship-building with their global peers at HPI • Work in partnership with Absolute sellers to build HP pipeline with existing and new logo customers • Global business reporting and metrics • Business case development for new product launches and integration efforts within the HPI security portfolio