• Execute targeted outreach campaigns to convert non-direct inbound MQLs into SQLs and qualified opportunities. • Conduct research and sourcing to identify net-new accounts within defined segments and support proactive outreach initiatives. • Maintain lead hygiene, track conversion performance, and ensure timely follow-up on inbound and event-driven leads. • Use automation tools and AI to streamline outreach, fill in missing lead data and improve efficiency. • Provide structured feedback to Marketing and Sales on lead quality, segmentation, and ICP alignment. • Identify recurring patterns and opportunities from outreach performance to inform campaign refinement and target prioritization. • Share insights from interactions with prospects to continuously improve targeting accuracy and messaging relevance. • Collaborate with Marketing on post-event follow-ups, ABM campaigns, and nurture programs, ensuring leads are activated, followed up, and routed to the right AEs. • Manage lead and opportunity tracking in Salesforce, ensuring data accuracy and complete visibility. • Monitor conversion metrics and support reporting for pipeline reviews and forecasts. • Identify potential pipeline gaps and propose tactical improvements. • Work closely with Account Executives and Sales Leaders to align on priority accounts, outreach cadence, and messaging. • Partner with Marketing and RevOps to streamline tools, handoffs, and reporting workflows.