Lead Development Analyst
About the Role
This role combines elements of sales development, open-source research, and quality assurance into a single, end-to-end workflow. Analysts operate across the full lifecycle of lead development, from discovery through validation, ensuring that only well-researched, high-quality opportunities are submitted to the sales team. Success in this position requires analytical thinking, attention to detail, and strong judgment when working with incomplete or ambiguous data.
Why This Role Is Unique:
- Combines lead generation, validation, and QA
- Focuses on quality and business impact
- Exposure to sales strategy and license management processes
- Direct impact on revenue pipeline
Responsibilities
- Lead Discovery & Identification
- Identify potential compliance opportunities using curated datasets, link lists, and online repositories
- Apply structured and creative approaches to uncover relevant leads
- Document Analysis & Forensics
- Examine PDF documents to detect usage of iText or related technologies
- Identify licensing indicators (e.g., AGPL references)
- Assess the strength and reliability of evidence
- Organization & Entity Validation
- Determine the organization responsible for document creation
- Validate company location and ICP alignment
- Resolve incomplete or ambiguous entity data
- Lead Qualification & Validation
- Apply acceptance criteria to determine lead eligibility
- Ensure submissions meet evidence and ICP thresholds
- Maintain high first-pass quality and minimize rejected leads
- Data Entry & CRM Integrity
- Input validated leads into Salesforce
- Attach supporting documentation
- Maintain accuracy and consistency across records
- Data Enrichment & Analysis
- Enhance leads with additional company context and evidence
- Identify trends to improve targeting
- Cross-Functional Collaboration
- Work with OSLD leadership to refine lead quality and frameworks
- Collaborate with Sales and Marketing Teams to continuously improve lead generation and research
Requirements
Required:
- Strong analytical and problem-solving skills
- High attention to detail
- Ability to evaluate ambiguous information
- Experience with Excel and CRM systems
Preferred:
- Experience in SDR, QA, or compliance research roles
- Familiarity with AGPL or open-source licensing
- Multilingual capabilities
Key Traits for Success
- Investigative mindset
- Strong judgment and decision-making
- Accountability for quality and output
- Critical thinking
Benefits
- A comprehensive extended benefits package including health, dental, and vision for you and your family, with company-paid offerings
- Highly autonomous and entrepreneurial environment
- Annual recurring WFH allowance for home office purchases
- Ongoing support for learning and development
- Flexibility to work with your preferred hardware (Windows or Mac)
- Diverse and inclusive workplace
- Excellent work-life balance with a flexible remote work environment
About the Company
As the industry-leading provider of document software development (SDK) technology, Apryse empowers clients to achieve their goals with cutting-edge solutions. With a broad international portfolio, we are actively changing how the world works with documents. Our technology is used by companies like IBM, Autodesk, DocuSign, Boeing, and Microsoft, and is integrated into thousands of solutions across virtually every industry. Our XODO app alone has 25M unique installs and the highest ratings among PDF productivity apps.