• Identify new prospective customers and business opportunities (in both inbound and outbound channels) • Qualify leads through discovery calls, assessing fit (budget, authority, need, timeline) • Book meetings or product demos with AEs or senior sales team members • Maintain a robust and up-to-date pipeline in the CRM • Collaborate cross-functionally with marketing, product, and sales to optimize outreach and messaging • Provide feedback on lead quality, campaigns, and positioning • Hit activity metrics (calls, emails, social touches) and conversion goals • Execute outbound prospecting campaigns (cold calls, email sequences, social outreach) to new accounts and previously unengaged prospects • Engage inbound leads, evaluate interest, and qualify appropriately • Conduct initial discovery conversations to uncover pain points, business challenges, and project timelines • Use tools (LinkedIn Sales Navigator, ZoomInfo, Outreach, etc.) to research and build targeted lists of contacts • Manage and update lead/contact/account records and status in CRM (e.g. Salesforce) • Schedule and coordinate follow-up meetings, demos, or evaluations with AEs • Partner with marketing to leverage campaigns, content, and events in outreach • Report on key metrics — pipeline growth, conversion rates, activity levels, forecast vs. actual • Continuously test, refine, and improve messaging, outreach cadences, and targeting strategies