• Prospect, research, identify, and hunt new business opportunities for assigned executive accounts. • Build, evaluate, and implement sales strategies to generate new ARR for assigned executive accounts. • Document all selling strategies, engagements, and activities within Salesloft and SFDC to enable accurate revenue forecasting in line with minimum forecast accuracy metrics, while meeting opportunity engagement requirements and properly qualifying opportunities for quota retirement. • Initiate, lead, and manage contract development activities as they pertain to assigned executive accounts as required. • As required, identify, engage, and support new channel partnerships that are deemed to be critical to revenue growth activities within assigned executive accounts. • Collaborate with the Business Segment team and Global Strategic Accounts to align executive sales activities with broader segment strategies and implement targeted upselling initiatives within assigned executive accounts. • Partner with cross-functional stakeholders — including Revenue Operations, Partner Account Managers, and internal teams — to follow sales system best practices, support effective oversight, and contribute to RFX processes when executive accounts are involved. • Develop a deep knowledge base of the telematics and fleet management industry and maintain top-of-mind awareness of trends and shifts. • Develop or maintain a subject matter expertise of the subsegment strategies (segment-specific solutions and sales narratives) for assigned executive accounts. • Stay informed on the current competitive landscape in the category including leaders and startups. • Attend trade shows and speak at conferences to build relationships, brand presence, and thought leadership where it is deemed to be beneficial in pursuit of assigned executive accounts. • Provide input on new business opportunities, competitive analysis, market trends, and business environment. • Collaborate with leadership to develop short and long term strategic revenue plans and forecasts.

• Generate and qualify new leads via sourcing, cold calling, email campaigns, and events • Consistently achieve monthly goals for outreach, prospecting, and qualified hand-off’s to the AE team • Through thoughtful and engaging outreach, generate high-quality meetings and qualify prospects • Turn qualified prospects over to the Account Executive team after conducting qualification calls and identifying challenges • Optimize the outbound prospecting motion, with an emphasis on efficiency and technology, to drive qualified opportunities • Create and execute plans to nurture prospects that are not ready to purchase and re-engage leads that were previously warm

Role Description We’re looking for a highly motivated Appointment Setter / BDR to join our growing team. This role is focused on high-volume outbound calling and appointment scheduling, with secondary responsibilities in chatbot management and email/chat communication. This is not a traditional BDR role - the primary focus is cold calling (100 calls/day) and managing initial contact points with leads. Key Responsibilities - Make 100+ outbound cold calls per day to U.S.-based leads - Set qualified appointments for the sales team - Manage inbound chatbot interactions and escalate as needed - Respond to emails and messages with professionalism and clarity - Log all activities and notes in our CRM (Hubspot) - Collaborate with the team for continuous improvements in messaging and conversation - Provide regular updates on call stats, performance, and feedback from prospects Qualifications - 2–3 years experience in outbound calling, appointment setting, or SDR-related roles - Prior experience to U.S.-based clientele is a must - Based in South Africa for timezone alignment and communication style - Resilient and self-motivated - not easily discouraged by rejection - Clear communicator (both verbal and written) with excellent English fluency - Comfortable being accountable for daily KPIs and working independently - Strong work ethic and professional demeanor - Stable work history with no frequent job-hopping Requirements - Experience with HubSpot CRM (preferred but not required) - Familiarity with Google Workspace (Gmail, Chat, Calendar) - Typing speed and accuracy (to be assessed during pre-screening) - Willingness to grow into additional responsibilities over time Benefits - A fast-paced and supportive remote work environment - Opportunities for personal and professional development - On-the-job training and mentorship from experienced team members - A collaborative team with clear expectations and room to grow

• Develop new business opportunities from net-new greenfield accounts that align with runZero’s ICP • Find and qualify leads through outbound prospecting methods using our sales automation tools • Work cross-functionally with multiple stakeholders (account executives, marketing, sales operations, fellow BDRs) • Oversee and maintain a pipeline of interested prospects • Create account plans by conducting research and synthesizing information • Write emails and letters you'd love to open; ask compelling questions • Help drive target contacts to attend marketing events • Complete accurate tracking of communication with current and potential customers in our CRM