• Multi-channel outbound prospecting: email, phone, LinkedIn, video messages, and voicemail drops targeting enterprise accounts. • Following up on GTM campaign-sourced leads within 24 hours, running light discovery, and securing qualified meetings. • Qualifying every booked meeting against fit and intent criteria to protect the AE calendar. • Researching and enriching accounts, logging intent signals, and maintaining CRM accuracy in Salesforce. • Using modern sales tools including Outreach sequences, Apollo, Clay, and AI tools for personalization and research. • A/B testing subject lines, call openers, and channel mix. Documenting wins and contributing to the SDR playbook. • Meeting weekly with sales and GTM teams to close the lead-to-pipeline data gap.

• Proactively identify and research potential customers through outbound prospecting, social media, industry research, networking events, and other lead generation channels. • Generate new business opportunities through high-volume outbound phone calls, emails, LinkedIn, and other digital engagement strategies. • Qualify inbound and outbound leads by understanding operational challenges, safety requirements, and buying processes. • Schedule discovery calls, product demonstrations, and introductory meetings for Regional Sales Managers and Sales Specialists. • Develop a strong understanding of Blackline Safety's connected safety solutions, including lone worker technologies, gas detection, cloud software, and managed services. • Maintain knowledge of industry trends, safety regulations, and the competitive landscape to effectively position Blackline's solutions. • Accurately document customer interactions, opportunities, and pipeline activity within HubSpot CRM. • Meet or exceed individual activity, pipeline generation, and qualified opportunity targets. • Engage with prospects to understand their business needs and qualify leads based on predefined criteria. • Schedule meetings or demos between leads/prospects and the sales team to further discuss how our solutions can address their needs. • Track and report key performance metrics including activity levels, pipeline generation, conversion rates, and opportunity quality. • Collaborate closely with Sales, Marketing, Customer Success, and Channel Partners to maximize lead conversion and improve sales processes. • Provide regular updates on lead generation activities and progress to management. • Represent Blackline Safety at industry conferences, trade shows, and customer events as required.

Role Description Turnitin is seeking a disciplined, resourceful, and self-driven Sales Development Representative to drive sales growth by strategically prospecting into new accounts and identifying high-quality leads for the sales team. As the first point of contact for new business prospects, you will be a crucial partner to our account executives. Your role is to develop a robust pipeline of qualified opportunities by: - Conducting market research - Executing data-driven campaigns - Developing dynamic territory plans You will understand the Turnitin Integrity and Assessment product portfolios to assess potential customers' needs, mitigate objections, and position the right solutions. You will own the relationship until the prospect is qualified and ready to engage with a sales account executive. Your responsibilities include: - Strategic Planning & Prospecting: Conduct market research and analysis to inform go-to-market strategy. Collaborate with your regional sales team to develop and execute a dynamic territory plan, identifying key opportunities and ensuring all activities have measurable outcomes. - Lead Generation: Actively prospect into assigned territories to generate new leads. Develop and execute targeted multi-touch inbound and outbound campaigns via social media, email, and phone to drive engagement and build a robust pipeline. - Lead Qualification & Advancement: Follow up on, qualify, and nurture all assigned leads. Navigate institutional buying processes by mapping key decision-makers and influencers. Skillfully mitigate prospect objections by clarifying concerns and responding with well-prepared solutions. - Collaboration & Communication: Work closely with the sales team to determine the next steps for each prospect. Keep the sales team informed on project statuses, ensuring all relevant CRM systems (like Salesforce.com) are updated in real-time. - Performance & Development: Achieve or exceed all assigned Key Performance Indicators (KPIs). Manage detailed prospect account lists, diligently tracking lead progress. Continuously learn and develop your technical, competitive, and sales skills. Qualifications - Bachelor’s degree or at least 5 years of relevant work experience. - 3+ years experience as a sales development representative with a track record of achieving lead/sales quotas. - Experience in a SaaS and/or Ed Tech environment is strongly preferred. - Demonstrated experience initiating and nurturing relationships with potential customers using targeted outbound prospecting techniques (social media, email, phone). - Proficiency with Salesforce or another CRM is required. - Flawless communication skills (oral and written) and comfort presenting to prospects. - Proven ability to work autonomously and as a productive team member, demonstrating a strong work ethic and a proactive approach. - Experience using prospecting applications like LinkedIn Sales Navigator. - Proven creative problem-solving approach and strong analytical skills. - Full proficiency in English. - Full proficiency in Spanish and Italian. - Core competencies for success in this role include Accountability, Resourcefulness, Collaboration & Influencing, and Curiosity. Requirements - Experience representing a company at industry events, trade shows, or webinars. - An additional European language is a plus. Benefits - Remote First Culture - Health Care Coverage* - Education Reimbursement* - Competitive Paid Time Off - Self-Care Days - National Holidays* - 2 Founder Days + Juneteenth Observed - Paid Volunteer Time* - Charitable contribution match* - Monthly Wellness or Home Office Reimbursement/* - Access to Modern Health (mental health platform) - Parental Leave* - Retirement Plan with match/contribution* * varies by country

• Perform outbound prospecting activities, and contact potential clients through phone/video calls, emails, LinkedIn or other channels • Discover new leads through creative internet research and social media monitoring/messaging, using LinkedIn Navigator and other sales tools • Develop a deep understanding of the U.S. Network Powered Solutions market, including key players, buying cycles, technical terminology, and competitive dynamics • Keep meticulous and detailed notes updated in our CRM system • Articulate Vonage's API portfolio (SMS/messages, Voice, Video, Authentication) and the differentiated value it delivers to network operators and service providers • Schedule qualified meetings and demos for our Account Managers • Collaborate with marketing, account managers, and sales leadership to optimize performance • Achieve monthly targets number of qualified Appointments & new sales Opportunities • Develop and maintain territory plan with Account Managers from your assigned geography • Have strong working product knowledge of Vonage’s API product suites • Support Vonage API marketing efforts by assisting in online and other marketing campaigns