• Develop new business via phone and email to educate and introduce the prospect to the Granicus platform • Conduct initial qualification and discover prospect's current environment, pain points, and potential projects • Identify appropriate key buying influencers within the target market and their established budget and timeline • Follow up with inbound marketing leads and outbound prospects through a strategic outreach plan to generate additional interest in Granicus and qualify for a potential opportunity • Build and cultivate prospect relationships by initiating communications and conducting follow-up communications in order to move opportunities through the sales funnel • Collaborate with account executives to create strategic territory plans and develop and grow the sales pipeline to consistently meet quarterly revenue goals • Use Salesforce CRM to properly track all sales activities and manage contact/lead data for accuracy • Analyze sales pipeline reports and dashboards • Other duties as assigned