- Generate at least half of your own pipeline through high-volume outbound prospecting.
- Qualify inbound demand and prioritize the strongest opportunities.
- Build a territory plan and target-account list for companies with 101 to 1,000 employees.
- Engage developers, DevOps, IT and engineering leaders to uncover business problems and impact.
- Map stakeholders and decision processes, and establish a compelling reason to act.
- Partner with Solutions Engineers on demos, technical evaluations and proofs of concept.
- Own the full sales cycle from first touch through negotiation and signed deal.
- Manage security reviews and procurement, then hand over to Customer Success.
- Maintain accurate forecasts and CRM records.
CRM