• Coordinate a smooth, organized sales cycle through administrative support • Keep sales cycle records and artifacts well organized and up to date • Create first draft slide decks and estimates from templates as instructed by senior sales members • Coordinate scheduling and logistics for sales meetings, client calls, and internal reviews • Serve as a friendly, professional point of contact for clients and prospects on scheduling, documentation, and follow-up • Help prepare and format proposals, estimates, and RFP responses so they go out looking polished and on time • Support outbound prospecting through email and call campaigns to target accounts • Help qualify inbound leads, gathering budget, timeline, and contact information before handing off to an Account Executive • Track and nurture early-stage leads that are not yet sales-ready, keeping them warm until timing improves • Monitor and complete assigned outreach tasks from marketing engagement campaigns • Provide day-to-day administrative support: calendars, meeting prep, and follow-up reminders • Help maintain templates and simple how-to guides so the team stays consistent

• 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