• Lead the combined Sales Development and Tier D account motions, ensuring clear ownership, focus, and accountability across both teams • Define how inbound SDRs, outbound SDRs, and Tier D account reps work together to support pipeline creation and revenue conversion • Ensure SDR execution is aligned to sales priorities, account tiers, deal size thresholds, and buying dynamics • Establish the operating model for Tier D accounts, ensuring efficient progression from first engagement through close without unnecessary complexity • Own the day-to-day execution of inbound and outbound SDR motions, ensuring focus on Tier A through C accounts and higher-value opportunities • Partner with Sales leadership to align SDR activity to territory design, account strategy, and opportunity goals • Ensure SDR effort prioritizes decision-maker engagement, multi-threading, and opportunity progression over activity volume • Maintain clear performance expectations tied to pipeline generation, opportunity quality, and SLA adherence • Oversee Tier D account reps responsible for managing Tier D opportunities end to end, from first outreach through close • Ensure Tier D execution is efficient, repeatable, and aligned to defined deal size and qualification standards • Partner with Revenue Operations and Sales to ensure Tier D routing, ownership, and handoffs are clean and unambiguous • Monitor Tier D performance to ensure volume does not come at the expense of focus or operational drag on SDR teams • Ensure pipeline and forecast hygiene • Serve as the single owner of Gong strategy across the Sales Development organization • Define and maintain best practices for Gong flows, including sequencing, buyer-role differentiation, and channel mix • Lead the audit, consolidation, and ongoing optimization of Gong flows to eliminate redundancy and improve performance • Establish clear standards for how SDRs engage with Gong, removing ambiguity and ad hoc usage • Own reporting and performance analysis for Gong-driven outreach, using insights to inform coaching and iteration • Establish and run weekly performance rhythms across SDRs and Tier D reps, tracking KPIs tied to discovery calls, opportunities, pipeline, conversion, and SLAs • Ensure all inbound MQLs, high-intent forms, and sales line inquiries are followed up within defined SLAs • Proactively identify and remove operational blockers related to routing, tooling, or process • Partner closely with Marketing and Sales Operations to improve automation, reporting accuracy, and workflow efficiency • Act as a hands-on coach for SDRs and Tier D account reps, with a strong emphasis on skill development and confidence building • Coach SDRs on outbound prospecting best practices, including calling, multi-channel engagement, and decision-maker conversations • Ensure both teams are trained on Everway’s product suite, core solutions, and market focus • Lead onboarding and ramp for new hires, ensuring readiness across tools, process, and messaging • Foster a culture of accountability, learning, and continuous improvement • Partner closely with Growth Marketing to align SDR outreach with active campaigns and account-based efforts • Collaborate with Sales, Revenue Operations, and Marketing leadership to ensure execution evolves alongside go-to-market strategy • Represent Sales Development and Tier D execution in planning, forecasting, and alignment forums