• Drive significant qualified pipeline generation with consistent quarterly performance • Deliver SQL and opportunity targets that fuel revenue attainment • Maintain disciplined lead response times and outbound execution standards • Ensure 95%+ SLA adherence on MQL follow-up and inbound qualification • Improve MQL → SQL → Opportunity conversion rates quarter-over-quarter • Deliver predictable pipeline coverage (minimum 3x for Sales partners) • Protect opportunity quality while maximizing velocity and conversion • Forecast pipeline contribution with executive-level clarity • Build, coach, and retain a team of high-performing SDRs and frontline SDR leaders across North America • Design hiring systems that attract A-players and filter false positives • Implement behavior-based coaching that increases meeting-to-opportunity conversion • Create ramp programs that get new SDRs to productivity in ~90 days • Manage performance with clarity; accelerate top performers, manage underperformers decisively • Develop future Account Executives and Sales Leaders from within • Create a culture of accountability, activity discipline, and growth. • Own full-funnel prospecting motion: lead → conversation → meeting → SQL → opportunity • Pressure-test pipeline math: reps × activity × connect rate × conversion = opportunity creation • Build inspection cadences that surface pipeline risk early • Institute structured discovery and qualification frameworks (e.g., SPIN, MEDDICC-light) • Design territory, segmentation, and sequencing strategy • Align comp plans to opportunity quality and revenue impact • Optimize outbound, inbound, and account-based motions • Maintain CRM hygiene and activity integrity as a leadership discipline • Report pipeline performance with Board-ready precision • Partner cross-functionally with Marketing, Sales, RevOps, and Product • Identify and eliminate friction in handoffs between SDR and AE • Optimize sales engagement tools and sequencing platforms • Build repeatable systems - not heroic prospecting acts • Continuously refine messaging based on market feedback