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
2. 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
3. Organization & Entity Validation
Determine the organization responsible for document creation
Validate company location and ICP alignment
Resolve incomplete or ambiguous entity data
4. 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
5. Data Entry & CRM Integrity
Input validated leads into Salesforce
Attach supporting documentation
Maintain accuracy and consistency across records
6. Data Enrichment & Analysis
Enhance leads with additional company context and evidence
Identify trends to improve targeting
7. 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

Compensation Philosophy 
The compensation for this position is commensurate upon experience, and the range listed reflects total compensation or on target earnings. The top end of the range is reserved for candidates with extensive experience and a profile that strongly aligns with the senior expectations of this role. 
Benefits:
Competitive salary commensurate with experience and qualifications. 
A comprehensive extended benefits package including health, dental and vision for you and your family, with company paid offerings.
An uncapped commissions structure.
Generous paid time off (PTO) is offered to support the ability to rest and recharge.
A great team environment and resources, supporting you to do the best work of your life and providing unlimited career growth potential.
Highly autonomous and entrepreneurial environment.
Annual recurring WFH allowance for you to purchase items you need for your home office.
Ongoing support for learning development so you can master your craft.
Work with the hardware you're most comfortable with (Windows or Mac).
Diverse and inclusive workplace where we all learn from each other.
Company Description
As the industry-leading provider of document software development (SDK) technology powering everything from traditional desktop software to innovative web and mobile applications, at Apryse we are committed to delivering cutting-edge technology solutions that empower our clients to achieve their goals. With a broad international portfolio of combined companies, products, and leading technologies, we are actively changing the way the world works with documents to make work better and life simpler.
Customers like IBM, Autodesk, DocuSign, Boeing, Microsoft (and many more!) come to us to realize their web and mobile strategies for document management, editing, and collaboration as the #1-ranked commercial document SDK of choice for companies worldwide. As a result, you can find our document technology in thousands of solutions, including those of household names, used by millions across virtually every industry. Our XODO app alone has 25M unique installs -- and counting -- and the highest ratings among PDF productivity apps on the largest online app marketplaces.
Ready to join our team?
If you are interested in helping Apryse deliver on its commitments and taking your career to the next level, we invite you to apply online now. Additionally, we view the above section as a guide, not a checklist. We welcome diverse and non-traditional backgrounds and encourage you to apply even if you do not have every requirement listed.
We are committed to a work environment that is inclusive to all and free of discrimination. It is our policy to be an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law. Apryse will provide reasonable accommodations for qualified individuals.