• Monitor Qodana trial signups and product usage signals, and reach out to high-intent users and turn free usage into commercial conversations. • Run outbound campaigns via email, LinkedIn, and phone, targeting engineering leaders, DevOps managers, and platform teams. • Displace incumbents by positioning Qodana’s value clearly and credibly. • Own and close deals up to €5,000 ARR end to end, including proposals, objection handling, negotiation, and signature. • Hand off larger opportunities to account executives with full context and clear expansion signals. • Flag renewal risk and support smaller account renewals, staying close to adoption post-sale. • Represent Qodana at developer conferences and JetBrains events across Europe. • Translate what you hear in the market – what resonates, what doesn’t, where we’re losing – into sales strategy and messaging.

Role Description We are looking to add a Sales Development Representative, Strategic to our team who will act as a builder on breaking into SpendHound’s largest prospect accounts with more than $100m in Software spend. As a Strategic Sales Development Representative, you will identify prospective opportunities and utilize a number of outbound communication channels to begin sales engagement. This role offers an excellent opportunity to progress your career towards full end-to-end sales. This role may be performed fully remotely within the United States. Please note that our US headquarters are located in NYC. Income may be subject to New York State tax withholding. Please note that we pay NYC-based salaries for US roles regardless of where employees choose to work. As Our Sales Development Representative, Strategic You Will: - Break down the door on a new vertical, utilizing creative prospecting to meet stakeholders at all levels of larger businesses - Utilize your outbound sales skills by leveraging a number of communication methods, including cold calling, cold emailing, LinkedIn messages, and more - Generate interest and meetings from Procurement leaders for a highly valuable product that helps them save time and money with their software and AI renewals - Develop skills across a broad range of modern sales technology tools, including Apollo, Orum, LinkedIn Sales Navigator, ZoomInfo, and more - Work closely with an Enterprise Sales Development Manager, Enablement Manager, and Head of Sales to develop your sales skills - Help refine the messaging that we use in order for us to be successful Qualifications - Have 2+ years of work experience in a high-velocity sales environment as a top-performing SDR/BDR - Have been successful working for a U.S.-based Tech company selling to U.S. prospects, with a strong focus on cold-calling - Have a track record of not only meeting but also exceeding targets - Are empathetic and have strong interpersonal skills and high emotional intelligence - Are highly self-motivated and proactive with your time - Have grit and can handle rejection - Are resourceful always looking for new ways to open doors - Are coachable and willing to learn - Have a highly positive outlook - Have sound judgment when handling new situations Benefits - Flexible work hours - Flexible vacation - Generous 401K match - Parental leave - Team events - Wellness budget - Learning reimbursement - Annual salary anticipated to be up to $76,000 OTE ($60,000 base and $16,000 in bonus potential)

• Identifikation und gezielte Ansprache von Arztpraxen und ambulanten Einrichtungen • Aktive Kaltakquise über Telefon, E-Mail und LinkedIn • Qualifizierung von Leads und Bedarfssituationen • Aufbau von Vertrauen und ersten Beziehungen auf Entscheider-Ebene • Vereinbarung und Vorbereitung hochwertiger Erstgespräche • Enge Zusammenarbeit mit Sales zur Weiterentwicklung von Opportunities • Pflege und Strukturierung der Pipeline im CRM-System (Zoho) • Kontinuierliche Verbesserung von Outreach, Messaging und Zielgruppenansprache • Aktives Mitgestalten eines skalierbaren Vertriebs-Setups

• Be the lightning-fast first point of contact, responding to inbound inquiries in under 5 minutes • Execute 150–175 strategic outbound calls daily to past borrowers and warm lists • Log every interaction in HubSpot in real time • Vet leads rigorously and book qualified appointments directly into the pipeline