• Own the translation of ICP strategy into outbound programs that drive meetings and conversions, deciding how targeting, messaging, channels, and sequencing come together by offering. • Design and adapt ICP outbound programs by product line (Connect AI, Sync, Embedded), recognizing differences in buyer profiles, value propositions, and conversion motions. • Shape how ICP outbound programs integrate with broader demand and product funnel strategy, partnering with Demand Generation to ensure outbound complements (and accelerates) inbound motion. • Improve targeting precision and program efficiency by building segmentation frameworks (industry, firmographics, technographics, persona/role, triggers). • Operate a strong test-and-learn cadence: launch experiments, measure outcomes, and scale what works without overcomplicating execution. • Make informed tradeoffs between scale vs precision, accounts vs personas, and channels vs sequences, adjusting ICP outbound strategy based on performance and capacity. • Own performance against ICP outbound goals (meetings booked, conversion rates, pipeline, and bookings) using reporting to actively refine strategy, targeting, and execution. • Use performance signals to diagnose drop-offs, sharpen targeting, and improve conversion through the motion in partnership with Demand Managers, XDR, and Marketing Ops. • Use Clay as the primary engine for ICP outbound, designing account discovery, enrichment, persona mapping, and trigger-based workflows that directly support meeting and conversion goals. • Create reusable outbound plays (clear targeting rules, required inputs, handoffs, and measurement) that teams can run consistently. • Build programs that are designed to scale - documenting decisions, workflows, and learnings so successful motions can be repeated and expanded. • Partner with XDR to drive execution and performance of ICP outbound plays across email, LinkedIn, and targeted account motions. • Keep stakeholders aligned through crisp program briefs, clear owners, and consistent updates. • Work with Marketing Ops to ensure reliable workflows and accurate reporting across the core stack (e.g., Salesforce, Pardot, Clay, Nooks, and adjacent tools). • Use AI tools day-to-day to create competitive advantage in ICP outbound—automating where possible, accelerating insight, and enabling faster iteration than traditional demand motions.