• Qualify inbound leads from platform funnels against defined ICP criteria • Conduct outbound prospecting via LinkedIn and email to engage founder and startup audiences • Write clear, personalized outreach that resonates with early-stage founders and B2B decision-makers • Move qualified prospects efficiently from first contact to booked meeting • Book qualified meetings for the sales team with accurate context and qualification notes • Coordinate scheduling and follow-up to keep prospects engaged through the handoff process • Maintain a clean and accurate record of all outreach and qualification activity in the CRM • Track outreach activity, qualification rates, and meeting conversion metrics • Flag patterns in lead quality, objections, or funnel performance to the team • Maintain consistent daily activity volume across inbound and outbound channels

• Support new business development across security staffing, de-escalation training, management training, consulting, and SOP development services • Build qualified sales pipeline through targeted prospect research, outbound calls, and tailored emails • Help leadership prioritize the strongest sales opportunities and maintain CRM records clean • Conduct prospect research and lead list building based on ideal client profiles • Identify decision makers and confirm correct business contacts for outreach • Conduct outbound calls to verify contacts, qualify needs, and book meetings • Maintain accurate records in HubSpot or the assigned CRM and execute follow-up consistently • Submit a weekly sales activity report detailing completed calls, emails, new contacts, and opportunities

• Own top-of-funnel outbound prospecting across assigned territories and target accounts • Research prospects, make outbound calls, schedule appointments, send personalized emails, and create new qualified opportunities • Engage decision-makers, uncover business needs, qualify interest, and schedule meetings for Account Executives • Manage a disciplined daily cadence of outbound activity while maintaining accurate records in the CRM • Partner closely with Account Executives and sales leadership to refine messaging and improve outreach strategy

• Conduct research and identify potential prospects through various channels • Reach out to prospects via phone, email, and social media to generate interest in our products and services • Qualify leads by asking relevant questions and assessing their needs • Schedule meetings and product demonstrations for the sales team • Maintain accurate and up-to-date records in our CRM system • Collaborate with the sales team to strategize and improve lead generation efforts • Keep up to date with industry trends and advancements