• Generate new sales leads through inbound efforts, with a focus on proactive follow-up with interested prospects • Generate new sales leads through outbound phone and email prospecting and in close alignment with the sales team • Schedule meetings and solution demos for the Account Executives • Manage outbound leads process to maximize conversion and pipeline development • Understand Mirantis’s offerings and competitive positioning to effectively communicate and apply them to the needs of a prospect • Accurately enter, update, and maintain daily activity and prospect information in Salesforce: The #1 AI CRM • Achieve and exceed monthly quotas and objectives

• Engage with the local commercial real estate community, meeting with brokers, designers, and other influencers in the office furniture purchase decision • Map the local commercial real estate ecosystem and track progress vs. goals in HubSpot (e.g. number of brokers engaged within target brokerages) • Run daily outreach across multiple channels (ie phone, email, LinkedIn, direct mail etc) • Activate a quarterly field calendar (breakfasts, events, showroom tours etc) • Leverage our Manhattan showroom for client tours • Co-create broker & A&D kits (one-pagers, case studies) to drive referrals • Launch and optimize a broker referral program (tiers, talk tracks, incentives, deal registration process) • Run monthly market pipeline reviews, identifying opportunity areas, risks and action plans • Co-create thought leadership activities that drive attendance and build relationships

• Build pipeline & engage prospects • Generate qualified revenue pipeline by setting introductory meetings with target influencers and decision-makers across energy and commodities markets. • Proactively identify and engage new and existing accounts through a combination of outbound calling, personalized email, and social outreach. • Qualify inbound and outbound leads by understanding customer needs, priorities, and alignment with Zema Global’s solutions. • Understand the market & customer challenges • Research prospect organizations, industry trends, and use cases to deliver relevant and thoughtful outreach. • Develop a strong understanding of Zema Global’s products, data capabilities, and the challenges faced by energy and commodities businesses. • Capture insights from prospect conversations and share feedback with Sales and Marketing to refine messaging and targeting. • Collaborate & Execute • Partner closely with Sales Executives to ensure a seamless handover of qualified opportunities. • Work with Marketing on campaigns, follow-up strategies, and lead engagement across the funnel. • Collaborate with cross-functional teams, contributing to a culture of continuous learning and shared success. • Operate with Discipline & Curiosity • Maintain accurate and up-to-date records in CRM and sales engagement tools. • Manage time and priorities effectively in a fast-paced, high-growth environment. • Test new approaches, learn from outcomes, and share best practices with the wider SDR and sales team.

• Strategize and collaborate with the Sales team to identify target accounts and refine messaging strategies. • Conduct comprehensive research on target accounts to identify missing data and personalization opportunities. • Capture, manage, and analyze data metrics within Salesforce CRM systems to drive informed decision-making. • Integrate marketing content and buyer intent data into prospecting activities to enhance engagement and conversion rates. • Utilize Outreach sequences to streamline prospecting tasks and maintain organized workflows. • Implement Account-Based Marketing (ABM) and omnichannel methods to engage with multiple personas across diverse channels. • Meet or exceed prospecting activity KPIs (Sequencing, Calls, Videos, LinkedIn, Emails). • Align with the defined sales development team process for prospecting, hosting discovery calls, and passing qualified leads to Sales. • Nurture and track accounts showing promise for future pipeline development, prioritizing inbound leads and effectively managing and qualifying leads generated by Marketing. • Drive event attendance through proactive outreach and follow-up, converting event leads into qualified opportunities. • Participate in team prospecting challenges, continuous improvement sessions, and LinkedIn posting activities. • Share proven techniques and best practices with sales development team members to foster collective growth and success.