• 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

• Generate pipeline through outbound prospecting, including cold calls, emails, and social outreach. • Qualify leads through discovery using active listening and curiosity. • Consistently hit KPIs of 50+ dials per day. • Learn and apply Barti’s sales playbook with coaching from senior reps and leadership. • Maintain accurate records of outreach activity and pipeline in our CRM. • Have open and honest communication with both our team and prospective customers. • Provide a best-in-class buying experience while delivering value at every touchpoint. • Represent Barti’s mission and products with enthusiasm and integrity.

• 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