• Hire, onboard, and coach ISR and SDR team members, providing clear roles, growth paths, and ongoing skills development • Identify the activities required to build and convert the funnel, and execute them through the ISR and SDR team to ensure effective outreach and deal progression • Establish SLAs for lead response and qualification, accelerate pipeline conversion through DBS tools, and deliver orders quota for long-tail accounts • Set quotas and activity targets, manage performance via KPIs and use data to drive performance, and streamline processes to improve hit rates from first touch to order • Ensure CRM data quality and stage discipline, and leverage AI, sequencing tools, and analytics to drive scalable growth • Collaborate with Marketing on campaigns, content, and events, and align outreach with BDM territory priorities to meet strategic goals • Champion continuous improvement by applying data-driven insights and advanced tools to optimize processes and increase efficiency