Lead Development Analyst

The Role

The Lead Development Analyst is responsible for identifying, validating, and enriching high-confidence license management opportunities. 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.

Key Responsibilities

1. Lead Discovery & Identification

• Identify potential compliance opportunities using curated datasets, link lists, and online repositories
• Apply structured and creative approaches to uncover relevant leads

1. 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

1. Organization & Entity Validation

• Determine the organization responsible for document creation
• Validate company location and ICP alignment
• Resolve incomplete or ambiguous entity data

1. 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

1. Data Entry & CRM Integrity

• Input validated leads into Salesforce
• Attach supporting documentation
• Maintain accuracy and consistency across records

1. Data Enrichment & Analysis

• Enhance leads with additional company context and evidence
• Identify trends to improve targeting

1. 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

Qualifications

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

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