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Global Business Development Onboarding Plan

PURPOSE

This onboarding program is designed to accelerate ramp time for new Enterprise Business Development Representatives by providing a structured learning path, clear performance expectations, cross-functional exposure, and measurable milestones. By the end of 90 days, BDRs will be equipped to independently generate qualified enterprise pipeline, effectively represent Provenir’s value proposition, and become trusted partners to Sales, Marketing, Presales, and Leadership.

PROGRAM OBJECTIVES

By the completion of the onboarding program, every BDR will be able to: • Understand Provenir’s products, platform, and value proposition. • Develop expertise within the Financial Services industry. • Execute enterprise outbound prospecting strategies. • Build relationships with executive-level decision makers. • Utilize all core sales technologies effectively. • Collaborate cross-functionally across Sales, Marketing, Presales, RevOps and Leadership. • Consistently achieve monthly pipeline generation goals. • Manage enterprise target accounts independently.

90-DAY RAMP JOURNEY PHASE

LEARNING & EXECUTION LEVEL

EXPECTED OUTCOME

Days 1-30

Learn - Understand - Practice

Certified on systems, confident in Provenir messaging, understands ICPs, buyer personas, products, and begins prospecting activities.

Days 31-60

Execute - Apply - Improve

Actively generating meetings, building pipeline, refining messaging, and improving through coaching and feedback.

Day 61-90

Own - Deliver - Scale

Fully ramped BDR independently driving enterprise pipeline and consistently achieving monthly targets of 15 meetings and 2-3 opportunities.

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PHASE 1

Foundation, Enablement & Business Immersion

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PHASE 1: FOUNDATION, ENABLEMENT & BUSINESS IMMERSION

Welcome to Provenir! Your first 30 days are designed to help you build a strong foundation, understand our business, develop confidence in our solutions, and establish the relationships and skills required to become a successful Enterprise BDR. During your first 30 days, you will uncover who we are, what we do, who we serve, how we sell, and how you contribute to building a predictable enterprise pipeline. YOUR FIRST 30-DAY OBJECTIVES By the end of your first 30 days, you will: • Understand Provenir’s vision, strategy, and role within the Financial Services market. • Become familiar with our products, customers, and competitive landscape. • Understand the Enterprise BDR role, expectations, and success metrics. • Build relationships with key stakeholders across Sales, Marketing, Presales, RevOps, and Leadership.

HR, COMPLIANCE & COMPANY FOUNDATIONS • During your first 30 days, you will complete all required onboarding activities: • HR orientation • Company policies and employee handbook review • Information Security training • GDPR & Privacy training • Mandatory compliance courses • Benefits enrollment • IT equipment setup and system access

• Become proficient in the tools and systems required to execute your role. • Understand your assigned territory, target accounts, buyer personas, and sales strategy. • Begin developing the skills required to generate qualified enterprise pipeline.

OUTCOME:

You will have the knowledge, access, and understanding required to operate effectively within Provenir

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PRODUCT & MARKET ENABLEMENT BECOME AN EXPERT IN PROVENIR’S SOLUTIONS You will receive deep-dive training on: PROVENIR PLATFORM

MARKET UNDERSTANDING

• GAI

• Customer success stories

• AI Decisioning capabilities

• Industry challenges and trends

• Decision automation

• Financial Services buying personas

• Real-time decisioning

• Competitive positioning • Why customers choose Provenir

OUTCOME:

You will confidently communicate Provenir’s value proposition and connect customer challenges to business outcomes.

SALES ALIGNMENT PARTNER WITH YOUR SALES TEAM MEET YOUR ASSIGNED

TERRITORY STRATEGY

SALES EXPECTATIONS

• Regional Sales Executive(s)

• Assigned accounts

• Regional Sales Manager

• Territory priorities

• How BDRs and Sales Executives partner together

• Target Account List (TAL) • Strategic accounts • Revenue objectives

• Opportunity creation expectations • Qualification requirements • Meeting handoff process

OUTCOME:

You will understand exactly how your activities contribute to sales pipeline and revenue growth.

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PRESALES & SOLUTIONS CONSULTING ALIGNMENT Understand how Provenir delivers value to customers. You will learn:

• Discovery process • Technical qualification approach • Customer requirements gathering • Demonstration process • Solution positioning • How business problems translate into technical solutions

OUTCOME:

You will be able to have stronger conversations with prospects and identify meaningful opportunities.

MARKETING ALIGNMENT

Understand how Marketing supports Business Development. You will learn:

• Marketing campaigns • Events and webinars • Content strategy • Account-Based Marketing (ABM) programs • Marketing-generated leads • Lead follow-up process

OUTCOME:

You will understand how inbound and outbound activities work together to create pipeline.

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REVENUE OPERATIONS ENABLEMENT

Learn the systems and processes that support pipeline creation. You will review:

• Lead routing process • Salesforce requirements • Opportunity stages • Pipeline reporting • CRM expectations • Data hygiene standards

OUTCOME:

You will understand how to accurately manage activity, leads, and opportunities.

PEER BDR ENABLEMENT LEARN FROM EXPERIENCED BDRS You will shadow:

• Cold calling sessions • Discovery preparation • Email personalization • Apollo sequencing • LinkedIn outreach • Account research • Pipeline reviews

You will learn:

• Best practices • Messaging approaches • Prospecting techniques • Daily operating rhythm

OUTCOME:

You will understand what success looks like and how top-performing BDRs operate.

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WEEK 1: COMPANY ORIENTATION & FOUNDATION AREA

EXPECTED OUTCOME

OWNER / FACILITATOR

Company Knowledge

Understand Provenir’s mission, strategy and organization

Ulrika Grahn (Enablement & knowledge Manager Presales & Solutions)

Product Knowledge

Understand Platform Capabilities & Customer Challenges

Jasmijn De Baan (Senior Product Marketing Manager)

Compliance

100% Completion of required Training

Compliance Team (Compliance courses will be issued to you by HR)

Systems

Full access and basic proficiency across BDR Tools

IT Support & Revenue Operations Matthew Stylianou (Director of Revenue Operations & Sales Operations)

Relationships

Completed Introduction with key Stakeholders

Carla Crocoli (Executive Assistant & Office Manager Admin EMEA)

Readiness

Prepared to begin prospecting training In Week 2

Alicia Huff (Senior Manager Business Development)

N.B: REFER TO PAGE X ON CHECKLIST DOCUMENT FOR WEEK 1

KEY MILESTONES: Company Knowledge: Understand Provenir’s mission, strategic priorities, organizational structure, and how Business Development supports overall growth objectives. Product Knowledge: Gain foundational understanding of Provenir’s platform capabilities, key customer challenges, industry use cases, and value propositions. Compliance: Achieve 100% completion of all required compliance and onboarding training. Systems Readiness: Obtain full access to required BDR tools and demonstrate basic proficiency across core systems and workflows. Stakeholder Relationships: Complete introductions with key internal stakeholders and understand their roles, responsibilities, and collaboration points.

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WEEK 2: BUSINESS DEVELOPMENTAL PART 1 – ENTERPRISE SALES MOTION AREA

EXPECTED OUTCOME

OWNER / FACILITATOR

Enterprise Sales Motion

Understand the enterprise sales process, key sales stages, and how BDR activities contribute to revenue generation.

Alicia Huff (Senior Manager Business Development)

Financial Services Buyer Journey

Alicia Huff (Senior Manager Business Understand Platform Understand customer buying behaviors, key stakeholders, business challenges, and Development) & Jasmijn De Baan( Senior decision-making processes within Financial Services Product Manager) organizations. & Customer Challenges

Lead Lifecycle Management

Understand the movement of leads through the sales funnel, including ownership, qualification criteria, and handoff expectations

Revenue Operations Matthew Stylianou (Director of Revenue Operations & Sales Operations) & Alicia Huff

Account Planning & Territory Ownership

Learn how to research enterprise accounts, identify opportunities, map stakeholders, and create account engagement strategies.

Assigned Sales Executives & Alicia Huff

Executive Engagement & Regional Alignment

Understand how to engage senior decision-makers through personalized messaging, business value conversations, and multi-threaded outreach

Assigned Sales Executives & Alicia Huff (Senior Manager Business Development)

Opportunity Qualification

Understand qualification requirements for creating sales-ready opportunities, including pain points, business impact, urgency, and buyer alignment.

Assigned Sales Executives & Alicia Huff (Senior Manager Business Development)

Global BDR Team integration

Understand the global Business Development structure, regional alignment, team responsibilities, and operating model

Alicia Huff (Senior Manager Business Development)

KEY MILESTONES: Enterprise Sales & Company Knowledge: Understand Provenir’s strategy, enterprise sales process, and the BDR role in driving pipeline and revenue growth. Buyer & Market Understanding: Develop knowledge of Financial Services customers, buyer journeys, stakeholders, and business challenges. Lead & Opportunity Management: Learn lead lifecycle processes, qualification standards, SLAs, routing, and sales handoff expectations.

Account Strategy & Engagement: Build skills in account research, stakeholder mapping, targeted outreach, and enterprise engagement strategies. Executive & Opportunity Qualification Skills: Develop the ability to engage senior buyers, uncover business value, and create sales-ready opportunities. Global BDR Operating Model: Understand team structure, regional coverage, and collaboration with Sales and Marketing to drive consistent pipeline creation.

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WEEK 3: BUSINESS DEVELOPMENT FUNDAMENTAL PART 2 AREA

EXPECTED OUTCOME

OWNER / FACILITATOR

Inbound vs Outbound Motion

Understand the difference between inbound lead management and proactive outbound enterprise prospecting strategies.

Alicia Huff & Michaela Caizzi (Head of Field Marketing)

Lead Management Process- Stage 1 Marketing

Understand marketing-generated leads, qualification requirements, response expectations, and ownership transition.

Michael Caizzi (Head of Field Marketing), Anna Maria Giaquinto (Head of Growth Marketing)

Lead Management Process- Stage 2 Sales Follow-Up

Understand working-stage leads, follow-up requirements, qualification approach, and progression criteria.

Revenue Operations Matthew Stylianou (Director of Revenue Operations & Sales Operations) & Alicia Huff

Lead Management Process Stage 3

Understand requirements for qualified opportunities, sales acceptance criteria, and handoff process.

Assigned Sales Executives & Alicia Huff

Response Time Expectations

Understand SLA requirements for lead follow-up, prioritization, and maintaining prospect engagement.

Alicia Huff

Qualifications Process

Understand qualification framework, required discovery information, and opportunity creation standards.

Assigned Sales Executives, Pre Sales & Alicia Huff (Senior Manager Business Development)

Escalation Process

Understand when and how to escalate inactive leads, stalled opportunities, or process issues.

Revenue Operations Matthew Stylianou (Director of Revenue Operations

Sales Collaboration Model

Build effective partnership with assigned Sales Executives to create aligned account strategies and pipeline.

Regional Sales Manager

MILESTONES & KEY OUTCOMES: Understand Pipeline Creation: Develop a clear understanding of inbound and outbound motions and how to leverage each approach to generate enterprise pipeline. Master Lead Management: Understand lead lifecycle processes, ownership, qualification requirements, SLAs, and handoff expectations across Marketing, Business Development, and Sales. Improve Qualification Skills: Apply qualification frameworks to identify customer challenges, business impact, stakeholder engagement, and sales-ready opportunities.

Manage Pipeline Health: Identify and escalate stalled leads, process gaps, and operational blockers to maintain pipeline progression. Strengthen Sales Alignment: Build strong partnerships with Sales Executives through account planning, stakeholder mapping, communication cadence, and joint pipeline generation. Demonstrate BDR Readiness: Independently execute the enterprise BDR motion, create qualified opportunities, and contribute to predictable pipeline growth.

Drive Effective Execution: Consistently manage lead follow-up, prioritize high-value opportunities, and maintain strong prospect engagement.

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WEEK 4: BUSINESS DEVELOPMENT PATHWAY TO SUCCESS AREA

EXPECTED OUTCOME

OWNER / FACILITATOR

Territory Planning

Build effective partnership with assigned Sales Executives to create aligned account strategies and pipeline.

Assigned Sales Executives

Weekly Account Planning

Participate in account reviews to identify stakeholders, engagement opportunities, and next steps.

Assigned Sales Executives

Target Account List (TALS)

Understand priority enterprise accounts, strategic objectives, and prospecting approach.

Assigned Sales Executives

Enterprise Account Strategy

Develop account penetration plans including stakeholder mapping, messaging, and multi-threaded engagement.

Assigned Sales Executives

Executive Mapping

Identify key decision-makers, influencers, and buying committee members within target accounts.

Alicia Huff (Senior Manager Business Development)

Weekly Pipeline Meeting

Participate in pipeline discussions, review progress and align on opportunity creation activities.

Regional Sales Manager

Sales Forecast Meetings

Understand sales priorities, revenue targets, and how BDR pipeline contributes to forecasting.

Alicia Huff (Senior Manager Business Development)

MILESTONE COMPLETION CRITERIA: • Maintain a strong working relationship with assigned Sales Executives • Understand assigned territory strategy and enterprise priorities • Manage 15–20 target accounts effectively • Build stakeholder maps and identify buying committees • Execute account-based prospecting strategies • Participate confidently in pipeline and account review meetings • Create qualified sales conversations aligned to ICP

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PHASE 2

Execute with Coaching, Build Pipeline, and Develop Prospecting Skills

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PHASE 2: EXECUTE WITH COACHING, BUILD PIPELINE, AND DEVELOP PROSPECTING SKILLS OBJECTIVES During Days 31–60, the BDR transitions from learning into execution. The focus is on applying product knowledge, sales process understanding, and prospecting skills to actively generate qualified enterprise pipeline while receiving structured coaching and feedback. By the end of Day 60, the BDR should be confidently managing their territory, executing outbound campaigns, partnering with Sales Executives, and consistently progressing toward monthly performance targets. What Does Success Look Like? Achieving BDR KPI Metrics to Deliver Target Performance!

STANDARDIZED KPI METRICS FOCUS. CONSISTENCY. PIPELINE

2-3

MEETINGS

OPPORTUNITIES CREATED

MONTHLY

Consistent meetings drive pipeline

Create quality opportunities regularly

MULTI THREAD APPROACH

Engage multiple stakeholders within the account to build trust, increase coverage, and drive outcomes.

10%-15% RESPONSE

40-60 TOUCHES

DAILY ACTIVITY

Aim for a 10%-15% response rate

High activity drives results

• Engage multiple stakeholders • Increase account coverage • Reduce risk • Accelerate deals

MEASURE. IMPROVE. REPEAT.

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WEEK 5: BEGIN EXECUTING THE ENTERPRISE PROSPECTING MOTION AREA

EXPECTED OUTCOME

OWNER / FACILITATOR

Enterprise Prospecting Execute structured outbound prospecting across Execution assigned enterprise accounts using calls, emails, LinkedIn, and Apollo sequences.

Alicia Huff (Senior Manager Business Development)

Target Account Management

Independently manage a portfolio of 15–20 enterprise target accounts aligned with Sales Executive priorities.

Assigned Sales Executives

Account Research & Planning

Conduct account research including company initiatives, financial priorities, technology landscape, key stakeholders, and buying triggers.

Assigned Sales Executives & Alicia Huff (Senior Manager Business Development)

Buyer Persona Development

Identify and engage key personas including economic buyers, business stakeholders, technical stakeholders, and influencers.

Alicia Huff (Senior Manager Business Development) & Solutions Marketing

Executive Outreach

Develop confidence engaging senior decision-makers through personalized messaging focused on business outcomes and customer value.

Alicia Huff (Senior Manager Business Development)

Messaging Development

Create and test messaging aligned to Financial Services challenges, customer pain points, and Provenir value propositions.

Jasmijn De Baan( Senior Product Manager) & Solutions Marketing

Outbound Campaign Execution

Build and execute Apollo sequences using approved messaging, personalization, and multi-touch engagement strategies.

Alicia Huff (Senior Manager Business Development)

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WEEK 6: IMPROVE EXECUTION & BUILD PIPELINE AREA

EXPECTED OUTCOME

OWNER / FACILITATOR

Inbound Lead Management

Successfully manage assigned inbound leads within SLA expectations and progress qualified engagement opportunities

Regional Field Marketing Manager

Salesforce Excellence

Maintain accurate CRM activity tracking, lead updates, opportunity notes, and next steps.

Revenue Operations Team

Lead Qualification

Apply qualification principles to identify pain points, urgency, business impact, and opportunity fit.

Alicia Huff (Senior Manager Business Development) & Assigned Sales Executives

Opportunity Creation

Create sales-ready opportunities that meet agreed qualification standards and are accepted by Sales.

Assigned Sales Executives

Pipeline Contribution

Build and execute Apollo sequences using approved messaging, personalization, and multi-touch engagement strategies.

Alicia Huff (Senior Manager Business Development)

MILESTONE SUCCESS CRITERIA: • Successfully partner with Sales Executives on territory strategy. • Independently manage 15–20 enterprise target accounts. • Build effective account plans and stakeholder maps. • Execute targeted enterprise prospecting strategies. • Confidently contribute to pipeline reviews and sales planning. • Generate qualified meetings and opportunities aligned to ICP requirements. • Demonstrate ownership of pipeline creation activities.

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PHASE 3

Onboarding Completion & Independent Execution (Weeks 5–8)

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PHASE 3: ONBOARDING COMPLETION & INDEPENDENT EXECUTION (WEEKS 5–8) OBJECTIVES Complete the onboarding journey by transitioning the BDR into full ownership of their territory, accounts, and pipeline generation activities. The BDR demonstrates the knowledge, skills, and operational discipline required to independently execute the Business Development role.

KEY COMPLETION OUTCOMES • Demonstrate understanding of territory strategy, ICP, target accounts, personas, and sales priorities.

• Demonstrate proficiency in BDR tools, CRM processes, reporting, and operating workflows.

• Independently execute inbound and outbound prospecting activities to generate qualified pipeline.

• Apply value messaging, qualification frameworks, and customer engagement strategies.

• Partner effectively with Sales Executives on account planning, opportunity creation, and handoffs.

• Complete onboarding assessments and transition into ongoing performance management.

SUCCESS CRITERIA:

BDR is fully equipped to independently manage accounts, execute pipeline generation activities, and contribute to revenue growth.

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COMPLETION MILESTONES & OUTCOMES BDR ONBOARDING CHECKLIST

Use this checklist to track your progress and confirm successful completion of key onboarding milestones.

1. Territory & Account Ownership ○ Demonstrate understanding of assigned territory, ICP, priority accounts, personas, and market strategy. ○ Establish alignment with Sales Executives on account priorities, engagement plans, and pipeline goals. ○ Independently manage Target Account Lists (TALs) and account engagement activities.

2. Pipeline Generation Readiness ○ Execute outbound prospecting activities using approved tools, messaging, and engagement strategies. ○ Apply inbound and outbound processes effectively to identify and create qualified sales opportunities. ○ Demonstrate ability to generate consistent pipeline contribution aligned to BDR expectations.

3. Sales Partnership & Opportunity Handoff ○ Successfully collaborate with Sales Executives through account planning, opportunity creation, and follow-up activities. ○ Understand qualification requirements and ensure opportunities meet agreed handoff criteria. ○ Provide relevant account insights, stakeholder intelligence, and next steps to support sales progression.

4. Process & Tool Proficiency ○ Demonstrate confidence using core BDR tools and systems, including CRM, prospecting platforms, sequencing tools, and reporting dashboards. ○ Maintain accurate Salesforce records, activity tracking, and pipeline visibility. ○ Follow established workflows, SLAs, and operating procedures.

5. Messaging & Customer Engagement ○ Apply company value propositions, industry messaging, and persona-based outreach. ○ Conduct effective prospect conversations focused on customer challenges, business outcomes, and value drivers. ○ Demonstrate understanding of qualification frameworks and enterprise buying processes.

6. Final Onboarding Assessment & Transition ○ Complete onboarding certifications, role-play sessions, and manager reviews. ○ Demonstrate readiness to operate independently within assigned region and accounts. ○ Transition from onboarding milestones into ongoing performance management and quarterly objectives.

EMPLOYEE NAME:

MANAGER NAME:

COMPLETION STATUS ○ Completed ○ In Progress

DATE:

Date Completed

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WEEK 1 BDR COMPLETION CHECKLIST FOUNDATION & COMPANY IMMERSION