• Lead, coach, mentor, and manage a team of BDRs/cold callers. • Monitor daily activity levels, including calls, emails, and other outbound prospecting efforts. • Ensure BDRs consistently follow approved sales processes, scripts, and best practices. • Track team performance against key metrics such as calls made, conversations held, appointments booked, and conversion rates. • Conduct regular call monitoring, quality reviews, and coaching sessions. • Motivate the team to achieve individual and team targets. • Identify performance gaps and implement performance improvement plans where necessary. • Assist with the recruitment, onboarding, and training of new BDRs. • Prepare regular reports on team performance and provide recommendations for improvement. • Collaborate with management to optimize outreach strategies and operational processes.

• Prospecting & Lead Generation: Identify and research potential customers by cold calling, emailing, networking and industry events. • Relationship Building: Visit clients at their place of business and develop long-term relationships with decision makers and key stakeholders. • Sales Presentations & Demonstrations: Deliver presentations that illustrate the value of our service to potential clients. • Close Deals: Prepare contracts and drive for execution. • Territory & Pipeline Management: Take ownership of growth in the Central Florida territory maintaining a healthy pipeline in our CRM (HubSpot) and prioritize opportunities with the highest volume of delinquent accounts aimed at meeting or exceeding monthly sales targets. • Market Intelligence: Stay up to date on competition, industry trends, and customer needs providing feedback to internal teams. • Collaboration with Internal Teams: Work closely with internal teams and partner with Solutions & Success to onboard and pass off new clients to Operations. • Travel & Networking: Regular travels within the territory to meet clients, attend trade shows, industry events, and networking events. • Flexibility: Attend board meetings as required, including those that occur after normal working hours. • Other Responsibilities: Undertake additional duties as needed.

• Own the full capture lifecycle for priority opportunities, from early shaping through proposal submission and closing contract awards. • Develop and execute capture plans, including win strategies, competitive assessments, teaming strategies, and pricing analysis. • Build and maintain relationships with key government stakeholders, program offices, and decision-makers across target customers. • Engage across customer personas early in the acquisition cycle to shape requirements in alignment with Anura's capabilities. • Represent Primordial Labs at industry days, demonstrations, conferences, and customer meetings, articulating our value proposition with authority and clarity. • Maintain a deep understanding of the defense acquisition landscape, relevant contracting vehicles, and program funding cycles. • Track competitor activities and emerging customer requirements to inform capture strategy and product roadmap. • Identify and evaluate new market segments and adjacencies aligned with Anura's platform capabilities. • Partner closely with engineering and program management to ensure proposals and customer commitments are technically sound and deliverable. • Contribute customer and market insights to inform product roadmap priorities and go-to-market strategy. • Support proposal development efforts, including writing, review, and coordination with any teaming partners.

Role Description - Lead, coach, mentor, and manage a team of BDRs/cold callers. - Monitor daily activity levels, including calls, emails, and other outbound prospecting efforts. - Ensure BDRs consistently follow approved sales processes, scripts, and best practices. - Track team performance against key metrics such as calls made, conversations held, appointments booked, and conversion rates. - Conduct regular call monitoring, quality reviews, and coaching sessions. - Motivate the team to achieve individual and team targets. - Identify performance gaps and implement performance improvement plans where necessary. - Assist with the recruitment, onboarding, and training of new BDRs. - Prepare regular reports on team performance and provide recommendations for improvement. - Collaborate with management to optimize outreach strategies and operational processes. Qualifications - Minimum of 5 years of experience in outbound sales, business development, lead generation, or a call center environment. - At least 3 years of experience leading or supervising a team. - Proven track record of achieving appointment-setting or sales targets. - Strong coaching, leadership, and people management skills. - Excellent verbal and written English communication skills. - Strong organizational skills with the ability to monitor multiple performance metrics. - Proficient in CRM systems and Microsoft Office or Google Workspace. Requirements - Advantageous Experience/Skills: - Experience in the travel industry is an advantage but not required.