• Conduct high-volume outbound prospecting via phone, email, and LinkedIn • Build and research prospect lists within assigned territories and target accounts • Execute outreach sequences using established messaging and templates • Personalize outreach when appropriate while maintaining consistent messaging • Qualify prospects and schedule meetings for the appropriate field sales representative • Maintain accurate records and activity within Salesforce and Outreach • Create and update opportunities following established sales processes • Communicate meeting details and prospect context to Account Executives through Slack and CRM • Maintain strong CRM hygiene and ensure accurate reporting • Collaborate closely with the sales team to continuously improve outreach efforts

• identifizieren und entwickeln von Enterprise-Zielaccounts im DACH-Markt und gewinnen neuer Geschäftsmöglichkeiten über einen Mix aus Outbound (ca. 70 %) und Inbound (ca. 30 %) • recherchieren von Accounts, identifizieren von relevanten Entscheidern und aufbauen von Beziehungen zu unterschiedlichen Ansprechpartnern innerhalb der Zielaccounts • kombinieren von Multi-Channel-Outreach über Telefon, E-Mail und LinkedIn mit individueller, personalisierter Ansprache statt Standard-Sequenzen • führen von Discovery- und Qualifizierungsgesprächen mit technischen Einkäufern, Fachbereichen und Entscheidern • enge Zusammenarbeit mit Account Executives, Vorbereitung von qualifizierten Opportunities • steuern der Performance anhand klarer KPIs wie Entscheider-Terminen, Conversion Rates und Pipeline-Aufbau • pflegen von Aktivitäten und Opportunities in HubSpot und enge Zusammenarbeit mit Marketing, Sales und Product

• Connect with interested prospects: Reach out to leads from trials, events, content downloads, and marketing campaigns via phone, email, and SMS • Qualify and prioritize leads: Understand each prospect's business needs, timeline, and decision-making process to determine their fit with Arketa • Schedule high-quality demos: Set up meetings between qualified prospects and Account Executives, ensuring smooth handoffs with complete context • Become an Arketa expert: Understand our platform inside and out so you can speak confidently about how we solve real problems for fitness businesses • Keep everything organized: Maintain accurate records in HubSpot, track lead progression, and ensure nothing falls through the cracks • Collaborate across teams: Work closely with Marketing to optimize lead quality and provide feedback on campaign performance • Follow up strategically: Stay connected with prospects who aren't ready to move forward immediately, nurturing them until they're ready for next steps

Role Description As the Enterprise Sales Development Manager, you will lead a team of Sales Development Representatives to penetrate complex enterprise accounts through high-touch outbound campaigns. You’ll drive operational excellence by coaching on AI-enabled prospecting and conducting pipeline inspections to maximize meeting-to-qualified pipeline conversion. Partnering with Enterprise Sales leadership, you’ll bridge outreach and strategic account planning to build a high-conversion revenue funnel. What Will You Do? - Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs - Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development - Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment - Hire, onboard, and ramp new Enterprise SDR talent - Mentor SDRs on strategic prospecting and long-term career development - Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts - Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration - Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach - Increase white space coverage and executive-level engagement within assigned territories - Build and iterate on outbound plays aligned to enterprise segments - Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration - Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage - Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs - Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools - Drive data accuracy, reporting clarity, and operational rigor - Champion adoption of modern prospecting tools and AI-driven workflows - Leverage AI for account prioritization, personalization, and signal-based outreach - Integrate data-driven insights into team prospecting strategy and daily execution - Elevated outbound prospecting quality and strategic account penetration - Strong meeting-to-qualified pipeline conversion - Clear Enterprise prospecting standards operationalized across the team - High-trust partnership between SDRs and Enterprise Sales - A disciplined, strategic SDR team operating as business partners — not activity executors - Successfully developing and coaching BDRs to be future company AEs Qualifications - 2+ years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers - Proven track record of building teams that successfully prospect into complex enterprise organizations - Strong understanding of enterprise sales cycles and account-based prospecting strategies - Experience developing structured prospecting systems and performance frameworks - Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools - Demonstrated coaching excellence and performance improvement track record - Experience hiring and ramping SDR talent - Bachelor’s degree or equivalent work experience - Experience managing teams prospecting to Fortune 500 or Global 2000 accounts - Track record of developing SDRs who transition successfully into Enterprise AE roles - Experience building enterprise prospecting playbooks and outbound standards - Cybersecurity or relevant industry experience - Personal closing experience is a plus, but not required Benefits - Equity & Rewards - Restricted Stock Units (RSUs) - Employee Stock Purchase Plan (ESPP) - Flexible time off - Paid company holidays and paid sick time - Gender-neutral parental leave - Grandparent leave - Medical, dental, and vision coverage - 401(k) retirement plan with company match - Life and disability insurance - Health and dependent care FSA - Voluntary benefits (hospital, accident, critical illness) - Employee Assistance Program (EAP) - ARAG pre-paid legal - Nationwide pet insurance - Cancer Care program - Global business travel medical insurance - Home office allowance - Mobile phone reimbursement - Wellness coach - Wellness/gym reimbursement - Fertility coverage - Adoption & surrogacy reimbursement