• Assess current lead generation needs and recommend optimal team structure and hiring plan • Build, hire, and manage sales development team based on strategic requirements • Develop and execute multi-channel prospecting strategies (email, phone, LinkedIn, direct mail) • Create lead nurturing programs for prospects who are "not ready yet" using automated sequences • Mine the CRM for old opportunities and launch initiatives to "recycle" lost deals • Spearhead account-based plays for high-value prospects with personalized campaigns • Implement and optimize modern sales development tech stack and ensure high messaging deliverability • Track, analyze, and report on key metrics while optimizing conversion rates • Create and refine prospecting playbooks, scripts, and messaging frameworks • Collaborate with marketing to optimize lead handoff processes and ensure seamless qualification criteria between marketing-generated leads and sales-ready opportunities • Establish and maintain relationships with key industry contacts, trade associations, and public safety networks to identify partnership and referral opportunities • Regular win/loss analysis and competitive intelligence gathering to refine messaging and identify new market opportunities within existing verticals.