• Identify, research, and map software markets to find attractive acquisition targets • Develop and execute prospecting campaigns through email, outbound calling, and in-person meetings, while effectively communicating our M&A value propositions • Clearly communicate the investment strategy, ensuring the investment process is handled with care and professionalism • Continuously research new industries, sub-sectors, and trends to spot emerging opportunities and provide value to the targets you engage with • Build and maintain relationships with software founders, owners, and decision-makers • Track all interactions, data, and insights in Salesforce, maintaining a disciplined approach to CRM hygiene • Analyze outreach performance and iterate on campaigns to improve engagement rates • Coordinate with the M&A Execution team to advance qualified opportunities through diligence and deal execution

• Conduct personalize outbound lead generation, including researching and connecting new clients through various channels (i.e. email, phone communications, video messaging and social outreach with prospects) • Build and nurture impactful relationships with prospective customers, passing them over to the Account Executives once qualified • Follow up, qualify, and convert inbound marketing leads to qualified sales opportunities • Maintain, track and report sales activities and results in the CRM and conduct regular data hygiene to ensure CRM is accurate & up-to-date • Partner with Marketing on field marketing initiatives to share prospect & territory insights that will help grow inbound opportunities, develop event & campaign strategies and increase company profile and brand awareness • Represent ThoughtExchange at in-person public events, executing pre- & post-event activities • Leverage digital tools such as Outreach, Salesforce, Vidyard and social media for prospecting and customer management

• Research and identify target accounts using various tools and resources, building a robust prospect list • Initiate outreach through cold calls, emails, and social media to generate interest and qualify needs • Qualify leads based on business fit, timing, and readiness to speak with an Account Executive • Schedule high-quality meetings between interested decision-makers and our sales team • Maintain accurate records of prospect interactions and pipeline status in our CRM • Collaborate with marketing to refine outreach strategies and improve lead generation processes • Nurture relationships with prospects who are interested but not yet ready to engage fully • Regularly update your manager and team on outreach activity and progress toward goals

Role Description This is a founding sales seat for high-achievers who want to break into go-to-market at a fast-moving startup. You will help establish the tone and culture of the sales org, own a territory, and build the playbook from the ground up. Top performers are expected to grow into leading closing roles within two to three years. This is not a traditional SDR job. It is built for spiky, high-agency people with a track record of excellence. - Own a territory across a mix of inbound processing and outbound prospecting - Set sales-qualified meetings for account executives - Help define how the early sales org operates - Learn the business quickly and speak fluently about a technical product - Operate with high agency, thinking creatively and independently Qualifications - A track record of high performance and excellence (e.g., competitive athletics, founding a company, or other demanding pursuits) - Technical aptitude, ideally backed by a quantitative or technical field of study - At least 1-1.5 years of post-graduation experience - High-agency, builder mentality with strong creative and independent thinking - Bonus: startup exposure, no-code/AI tooling experience, or familiarity with technical sales Requirements - A track record of high performance and excellence (e.g., competitive athletics, founding a company, or other demanding pursuits) - Technical aptitude, ideally backed by a quantitative or technical field of study - At least 1-1.5 years of post-graduation experience - High-agency, builder mentality with strong creative and independent thinking - Bonus: startup exposure, no-code/AI tooling experience, or familiarity with technical sales Benefits - Compensation: $80K-$120K base, with meaningful variable upside