• Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones. • Run regular 1:1s, call reviews, and pipeline coaching to improve conversion at each funnel stage. • Coach reps on executive-level communication, discovery, account research, and strategic prospecting for enterprise and mid-market conversations. • Own hiring, onboarding, and ramp planning for the outbound team. • Set and manage quotas, and hold reps accountable to activity and outcome metrics. • Drive improvements to messaging, sequencing, and personalization. • Build a high-performance, low-ego team culture rooted in continuous improvement and candid feedback. • Partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution. • Own the outbound contribution to SQO targets; report on pipeline health, conversion, and forecast accuracy. • Establish operational rigor around activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team. • Diagnose and fix bottlenecks in the outbound funnel (deliverability, response rates, meeting-to-SQO conversion). • Bring front-line market and prospect feedback back to Growth Marketing and Sales leadership to sharpen targeting and messaging. • Partner cross-functionally with Growth Marketing and RevOps to co-own and maximize the performance of our inbound AI SDR engine. • Monitor response quality, conversion, and escalation accuracy; drive iterative improvements to prompts, routing logic, and qualification criteria. • Recommend and implement process changes to improve human/AI handoff on inbound leads.

• Generate new business opportunities to fuel Addepar’s growth • Create and prioritize strategic target account lists and account attack plans within a defined territory • Research and build new accounts (i.e. strategic calling, sending personalized emails, and connecting through social media platforms) • Conduct high level discovery conversations and meetings with prospect accounts. • Collaborate with Go To Market teams (i.e. marketing, sales, and product, etc) to advance new business growth. • Achieve quarterly quotas of qualified opportunities created

• Employ a consultative selling approach that focuses on building a long–term, value-based relationship with new customers and successfully navigate different levels of decision making in the customer organization to maintain and build business. • New Customer Acquisition: Identify customers that are a good match to the business, carry out needs creation through detailed engagement with identified customers, lead the new customer acquisition across various internal functions including R&D, sourcing, quality, etc. • Grow and expand existing accounts by identifying opportunities for additional services and solutions that meet customer needs. • Leverage sales support resources to formulate a winning solution and articulate value propositions. • Generate/Maintain/Deliver reports and opportunity status using our customer relationship management system. Be the eyes and ears of the industry to the company and provide intelligence on customers, competitors and market trends. • Negotiate project, software and service agreements at C- suite level. • Travel 50% of the time.

• Drive international growth for STARK’s Unmanned Systems across land, air and sea • Identify, pursue, and secure new business opportunities in the defence sector • Develop and implement market entry strategies for Poland and the Baltics • Collaborate with internal teams to align solutions with customer needs • Build and maintain relationships with key stakeholders • Develop compelling bids and proposals for contracts • Represent STARK at international industry events and trade shows