• Own pipeline: hit and exceed qualified meeting and pipeline targets • Phone first execution: focused call blocks, targeted emails, daily enterprise account research, and strict CRM hygiene • Qualify hard: open with relevance in under 20 seconds, tie Sully to real operational pain, qualify tightly, disqualify quickly • Own your funnel math: know your conversion rates across every stage and improve at least one metric monthly • Build the machine: refine healthcare talk tracks, strengthen objection handling around compliance and EMR integration, identify buying triggers, and document standards for scale • Operate like an owner: if metrics slip, adjust within 48 hours

• Build Sales Pipeline and Discover New Qualified Business Opportunities for Account Executives, Ensuring They Meet Specific Criteria • Own Prospecting into Fortune 500 Companies and Key Employers Using Research, Tailored Messaging, and Multiple Types of Outbound (Cold Call, Email, LinkedIn, Events, Etc.) • Collaborate with Sales and Marketing to Develop Targeted Strategy, Respond Quickly to Inbound Leads, and Ensure Seamless Lead Handoff for Prospective Clients • Track and Analyze Outreach Metrics (Response Rates, Conversion, Pipeline), Iterating to Improve Performance • Learn and Develop your Sales Ability by Seeking Proactive Feedback and Implementing SDR Processes and Best Practices

• Serve as the first point of contact for inbound calls and messages, responding promptly and professionally; direct each inquiry to the appropriate team member or resource. • Navigate a multi-brand phone system where calls enter the parent brand and route down into the correct entity and customer database, rapidly identifying which brand and product or service silo an inquiry belongs to and handing off to the correct salesperson or business development manager. • Learn to capture just enough information to route accurately without conducting the full qualification, which is the closing team's job, and monitor website form-fill submissions and the intake email inbox as additional inbound channels. • Qualify inbound leads against agreed criteria to determine the correct fit before advancing them. • Maintain accurate, up-to-date records of every contact, inquiry, and disposition in the system of record. • Track qualification metrics – volume, qualification rate, and disqualification reasons – to support reporting, and keep the customer databases current and correctly attributed by brand, entering and updating records on the fly during and after calls. • Ramp up performance expectations through structured training and hands-on experience, developing enough product and process literacy to qualify customers and route them confidently.

• Run outbound prospecting at volume • Work inbound leads with speed • Build the account view • Own live chat • Run real discovery • Partner with AEs on territory plans • Close the loop with marketing • Maintain CRM discipline • Hit and exceed your numbers • Know the market