• Own external SDR vendor relationships • Define and scale the scope for external SDR partners, including coverage model, SLAs, and qualification standards • Onboard and manage outsourced SDR vendors; negotiate scopes, expectations, and performance targets • Build and maintain governance rituals (QBRs, weekly performance reviews, playbook updates) with vendors • Ensure clear handoffs and feedback loops between vendors, internal sales teams, and marketing • Translate our ICP, positioning, and messaging into clear guidance for SDR vendors, and ensure they stay current on how we speak about the brand, our products, and our target customers • Stand up and continuously refine the prospecting motion, sequences, and data flows in HubSpot and related tools • Own lead routing and ensure leads are consistently and accurately distributed to the right reps and teams • Maintain the enablement layer: ICP, personas, messaging, talk tracks, objection handling, and QA standards used by vendors and internal teams • Instrument dashboards and reporting that make SDR performance, pipeline contribution, and ROI unambiguous • Partner with leadership on future resourcing decisions (additional vendors, hybrid internal SDR roles, etc.) based on validated learnings • Develop and deliver training programs for AEs and other sales roles on outbound prospecting best practices • Run live training, call reviews, and coaching sessions focused on list building, outreach quality, and conversion • Create repeatable assets: playbooks, templates, checklists, and micro-trainings that help reps adopt and sustain strong prospecting habits • Partner with Sales Leadership and Sales Ops/Enablement to embed prospecting expectations into onboarding and ongoing education • Work closely with Sales Leadership Sales Ops and Marketing to align targets, territories, handoffs, and reporting • Collaborate with Marketing on campaign alignment, list strategy, and messaging • Share market and field intelligence from SDR activity to refine GTM strategy