• Cold call and book qualified meetings

• Run segment-specific outbound cadences (email-first, multi-touch) across our customer groups: program administrators (conservation districts, nonprofits, state ag agencies), ag retail and co-ops, seed / inputs / research, corporate sustainability and Scope 3, fuel and feedstock (45Z), and commodity groups. • Research accounts and contacts to reach the right person, in the right role, with the right job to be done. Verify seniority and contact data before you enroll anyone. • Personalize to each segment's reality (program administration, agronomy data capture, field-trial R&D, sustainability claims, feedstock carbon intensity, member engagement). Lead with the prospect's world, not a generic pitch. • Qualify and book replies and conversations against a clear fit bar, and book qualified meetings (SQLs) for the Account Executive. • Keep the CRM clean. Log activity, maintain contact and segment data in HubSpot, and feed targeting insights back to RevOps. • Tighten the playbook weekly with the sales team.

• Own your pipeline by managing your queue, prioritizing high-intent opportunities, and consistently meeting or exceeding performance goals. • Evaluate inbound buying signals to distinguish genuine purchase intent from early research or low-fit demand using sound business judgment. • Engage prospective customers through high-quality phone conversations to understand their goals, challenges, and whether HubSpot is the right solution. • Create qualified pipeline by scheduling meetings, documenting complete qualification context in the CRM, and setting clear expectations for both customers and sellers. • Support the Small Business Sales organization by delivering high-quality opportunities that enable Account Executives to focus on closing. • Maintain strong work rate and responsiveness by working prioritized demand within established service level agreements (SLAs). • Leverage AI-powered prioritization and sales tooling to improve efficiency while applying human judgment to every qualification decision. • Continuously apply coaching, feedback, and performance insights to improve qualification quality, conversion, and pipeline value.

• Directly manage, coach, and develop a team of SPAs, from daily activity to long-term career growth • Run team cadences - pipeline reviews, call shadowing, 1:1s, and performance check-ins • Execute the outbound and inbound playbook set by the Director of Sales Development, and surface feedback to sharpen it • Monitor individual and team metrics (activity, conversion, pipeline generated) and coach to close gaps • Partner with Marketing to ensure timely, well-qualified lead follow-up • Partner with Account Executives to ensure clean handoffs and tight feedback loops on lead quality • Help onboard and ramp new SPAs, ensuring they hit productivity milestones quickly • Identify and roll out tooling, templates, and automation to increase team efficiency • Foster a team culture of accountability, curiosity, and continuous improvement • Report on team performance and flag risks/opportunities to the Director of Sales Development