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

• 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

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