• Identify, research, and prioritize target companies that match the agency’s ideal client profile.
• Build contact lists of relevant decision-makers, including business owners, CEOs, CMOs, marketing directors, operations leaders, and other key stakeholders.
• Conduct personalized outbound prospecting through email, phone, LinkedIn, referral outreach, strategic networking, and other approved channels.
• Conduct initial research into a prospect’s business, competitive environment, website, digital visibility, marketing maturity, advertising activity, local presence, and likely growth opportunities.
• Create relevant outreach messaging that connects the agency’s services to a prospect’s business goals and potential challenges.
• Start and nurture conversations with prospective clients using thoughtful follow-up and multi-touch outreach sequences.
• Qualify prospects based on fit, business needs, decision-maker involvement, current marketing efforts, goals, timeline, budget indicators, and readiness for a discovery conversation.
• Schedule qualified discovery meetings for agency leadership, senior strategists, or account executives.
• Provide clear, accurate handoff notes that summarize the prospect’s business, pain points, stated goals, key stakeholders, current marketing situation, objections, and agreed next steps.
• Maintain accurate CRM records, including account details, contacts, activity history, outreach sequences, opportunity stage, notes, next steps, and lead-source data.
• Collaborate with leadership to develop prospecting strategy, ideal-client profiles, account lists, outreach campaigns, call scripts, email templates, and follow-up workflows.
• Test and improve outreach approaches using activity, response, meeting, conversion, and pipeline data.
• Monitor common objections, questions, market trends, and competitor positioning, then share insights with agency leadership.
• Support sales-cycle activities as needed, including meeting preparation, follow-up communications, proposal coordination, and prospect research.
• Represent the agency professionally in virtual meetings, local events, industry groups, and business-development activities when appropriate.

How You’ll Be Measured

Performance will be evaluated using a balanced set of quality and activity metrics. Exact targets will be established during onboarding and may evolve based on the agency’s target markets, average contract value, sales cycle, and lead sources.

Key performance indicators may include:

• Qualified discovery meetings booked and completed.
• Sales-qualified opportunities created.
• Pipeline value sourced or influenced.
• Conversion rates from outreach to reply, reply to conversation, conversation to meeting, and meeting to opportunity.
• Prospect-list quality, account research quality, and decision-maker targeting.
• CRM accuracy, documentation quality, and follow-up consistency.
• Outreach activity completed across email, phone, LinkedIn, referrals, and other approved channels.
• Quality of prospect handoffs to agency leadership or senior sales team members.
• Contribution to closed-won revenue and retained client relationships.
• Ability to generate opportunities that align with agency capabilities, pricing, profitability, delivery capacity, and long-term client-retention goals.