• Conduct strategic cold outreach through phone calls, targeted emails, and LinkedIn messages to source new business opportunities. • Rapidly follow up with, educate, and qualify inbound leads generated by our marketing team. • Conduct initial discovery calls to understand a prospect's pain points, business goals, and budget, ensuring they match our Ideal Customer Profile (ICP). • Consistently meet or exceed monthly quotas for booking high-quality introductory meetings for our Sales team. • Maintain accurate, up-to-date records of all interactions, leads, and pipeline activities within Salesforce/HubSpot. • Stay up to date on industry trends, competitor activities, and product updates to effectively handle objections.

Role Description As a Business Development Representative, your role is to seek out and engage “good fit” companies through strategic prospecting. To do this, you will leverage HubSpot’s existing leads and generate new interest through calls, emails, and social media messaging. When connecting with a prospect, you will learn about their business challenges to determine whether HubSpot will serve as a solution. When you have identified a qualified prospect, your goal is to concisely communicate the value of HubSpot and gain interest in a deeper conversation with an Account Executive. You will have a working relationship with 2-3 Account Executives. Each day you will collaborate with the Account Executives you support and your fellow BDRs to develop innovative strategies for uncovering new opportunities. Responsibilities - Conducting high volume prospecting for qualified leads (new users and potential customers) - Understanding the customers’ needs and challenges using sales methodologies like BANT - Scheduling online product demonstrations for qualified leads, ensuring you meet your monthly targets - Working closely and collaboratively with Account Executives to develop and implement appropriate prospect strategies and plans - Carrying out market research to broaden the customer base of HubSpot Qualifications - Fluency in spoken and written French and English - The desire and commitment to be in tech sales - Sales/prospecting experience - A sharp focus on your goals and a demonstrable approach in achieving them - An ability to deal with and address objections - An appreciation for feedback and being open to being coached - Strong organizational and time management skills - Passion for helping businesses grow and curiosity about the tech industry - Experience working in a high-growth, "scale up" environment is not required but is a plus Benefits - Annual Cash Compensation Range: €45.000 — €61.000 EUR - Participation in HubSpot’s equity plan to receive restricted stock units (RSUs) - Flexible work environment with options for remote or office work - Support for candidates needing accommodations during the hiring process

• Drive Commercial Growth • Own and execute the commercial strategy across Germany and surrounding territories. • Deliver revenue growth through new customer acquisition and expansion of existing strategic accounts. • Develop multi-year account strategies that position Gracenote as a trusted long-term partner. • Identify whitespace opportunities across broadcasters, streaming platforms, content owners, FAST services and technology partners. • Build and maintain a robust sales pipeline while consistently achieving revenue targets. • Become the Trusted Industry Partner • Build executive-level relationships across Germany's media landscape. • Understand customer challenges and translate them into commercial opportunities using Gracenote's metadata, content intelligence and data solutions. • Lead complex consultative sales engagements involving multiple business and technical stakeholders. • Negotiate commercial agreements and manage opportunities through to successful delivery. • Market Leadership • Become Gracenote's subject matter expert for the German media market. • Maintain deep knowledge of broadcast, streaming, Pay TV, FAST, OTT and content distribution trends. • Monitor competitive activity and identify emerging opportunities across the entertainment ecosystem. • Represent Gracenote at industry events, conferences and customer forums.

Role Description We are seeking an experienced business development representative (BDR) for the North America region. You will be the first line of communication with our prospects. Your role will focus primarily on inbound leads and progressing early stage opportunities. You will need to have a good understanding of our sales process and excel at managing relationships and relating business pains with XM's solution. - Represent XM Cyber, starting with a comprehensive understanding of how our solution solves the pain of our customers. - Manage a pipeline of inbound leads from industry events, website submissions, and intent indicators. - Generate opportunities by building relationships, nurturing warm prospects, and expanding interest within a target account. - Attend industry events and start conversations to actively discover how XM can solve core business challenges. - Manage and maintain a pipeline of interested prospects and engage sales executives to coordinate next steps. - Leverage email, calls, and LinkedIn to build relationships, develop opportunities, and progress pipeline. - Set up and engage in meetings with prospective clients along with regional sales directors. - Help with the discovery and positioning phases of opportunities, speaking to the value XM Cyber brings and how that translates to solving the customer’s pain points. - Work closely with the regional sales director to progress early stage opportunities and maintain relationships and communication with prospects. - Use Intent-based data and other analytic platforms to focus on prospects who are most likely in the market to purchase a solution like ours or who have addressable pain. - Qualify early-stage deals using MEDDPICC Sales Methodology. Qualifications - At least 2 years of business development experience, with a history of exceeding targets. - Passionate about sales and generating business opportunities in a highly advanced cybersecurity company. - Enterprise BDR experience. - Cybersecurity background. - Excellent communication skills, both written and verbal. - Creative problem-solving approach and strong analytical skills. - Knowledge of industry-standard sales technologies, such as Salesforce, Outreach, LinkedIn, ZoomInfo, Amplemarket, etc. - Strong interpersonal and organizational skills to foster relationships. - Self-motivated individual that actively looks for ways to increase productivity. - Team player that's willing to work cross-functionally with Sales, Pre-Sales, Marketing, and others to find and progress pipeline. - Ability to work in a remote-first work environment.