Work with your SDR to open new markets
• Partner daily with your SDR: agree the target account criteria, review the lists they build in ZoomInfo and LinkedIn, listen to their calls, and tell them what is landing so the meetings get better.
• Accept, qualify or reject every meeting they book against criteria you have both signed up to — with feedback either way, same day. That loop is how the top of the funnel improves.
• Self-source a meaningful share of your own pipeline — phone, email, LinkedIn and the occasional trade show — so you are never dependent on someone else’s calendar.
• Research every account before the call, so the first 20 seconds are about their business and not about us.
• Learn a new industry’s vocabulary fast enough to sound credible to an operator who has run that business for twenty years.
• Log every touch in HubSpot the same day, tagged by vertical and lead source. Clean CRM is how we tell a good market from a bad one, and SDR-sourced from self-sourced.
• Own every deal from the first meeting to signature. Once a lead is handed to you, it is yours — the forecast, the follow-up and the outcome.
• Run discovery calls using our qualification framework, and get to the operator’s actual problem: missed calls, after-hours bookings, staff time lost to the phone.
• Deliver the BluSynq demo and connect what the prospect just heard to time saved and revenue captured.
• Build and send proposals, handle standard objections, and close.
• Hand new customers to Onboarding and Customer Success cleanly, with the context they need to get the customer live fast.
Report back and get better every week
• Come to your 1:1 with your numbers, your recorded calls and the one thing you want to fix.
• Give a clear read on each vertical you test: who answered, what landed, what they pushed back on, whether it’s worth more of our time.
• Feed real objections, competitive mentions and pricing pushback back to the team so the playbook improves.
• Contribute to talk tracks and sequences once you’ve earned an opinion by making the calls.
First 30 days — learn the product and pick your ground
• Certified on the BluSynq demo and able to deliver it unassisted.
• Two target verticals agreed with the COO and your SDR, with lists built and outbound live in both.
• A working rhythm established with your SDR: shared qualification criteria, a weekly list review and a same-day feedback loop on every meeting booked.
• HubSpot hygiene at 100%: every activity logged, every next step dated, every account tagged by vertical.
Days 31–60 — run the cycle
• Consistently hitting weekly activity targets and holding a live discovery calendar.
• Running your own demos and building qualified pipeline in both test verticals.
• Converting SDR-booked meetings at or above our benchmark, with self-sourced opportunities on top.
• First closed deal on the board.
• An early, evidence-based read on which of the two verticals is responding.
Days 61–90 — carry a number
• Full quota carrying, with 3x pipeline coverage against it.
• A repeatable weekly rhythm: SDR review, self-sourced prospecting, discover, demo, propose, close.
• Hitting the agreed self-sourced share of pipeline alongside SDR-sourced volume.
• A documented view of which verticals convert, which to drop, and a third in test.
• Forecasting your own deals accurately enough that we can plan around them.
KPIs you’ll be measured on
• Discovery calls held per week at full ramp: 8–10 across SDR-booked and self-sourced.
• Self-sourced outbound activity: ~25 quality touches a day, including live cold dials.
• Share of your pipeline you sourced yourself, against a ratio agreed in week one.
• Speed and quality of your feedback loop with the SDR — every booked meeting dispositioned same day.
• New-logo closes and new ARR — all of it net-new, none of it from the DockMaster base.
• Demo-to-close conversion against a team benchmark you’ll be given in week one.
• Verticals tested per quarter, with a written read on each.
• Pipeline coverage, forecast accuracy and CRM data quality.