• Execute targeted outreach to engage key personas (HR, Finance, Administrative, and Gatekeepers) and build rapport by understanding their roles, challenges and priorities • Utilize multi-threaded approaches to connect with multiple stakeholders and uncover pain points • Schedule and qualify meetings with decision-makers while maintaining consistent follow-up • Nurture prospects throughout the long government sales cycle to drive a strong, qualified pipeline • Partner with Account Executives on prospecting strategy and execution in your region • Provide feedback and insights to marketing to improve messaging and campaigns for target accounts • Actively participate in team meetings, sharing strategies and best practices for engaging government personas • Use Salesloft, Salesforce and other sales tools to track activities, manage contacts, and report progress effectively • Maintain organized notes and updates on account activity to support a collaborative sales process • Follow the structured outreach cadence and maintain accurate records of touchpoints