Blackline Safety

• Proactively identify and research potential customers through outbound prospecting, social media, industry research, networking events, and other lead generation channels. • Generate new business opportunities through high-volume outbound phone calls, emails, LinkedIn, and other digital engagement strategies. • Qualify inbound and outbound leads by understanding operational challenges, safety requirements, and buying processes. • Schedule discovery calls, product demonstrations, and introductory meetings for Regional Sales Managers and Sales Specialists. • Develop a strong understanding of Blackline Safety's connected safety solutions, including lone worker technologies, gas detection, cloud software, and managed services. • Maintain knowledge of industry trends, safety regulations, and the competitive landscape to effectively position Blackline's solutions. • Accurately document customer interactions, opportunities, and pipeline activity within HubSpot CRM. • Meet or exceed individual activity, pipeline generation, and qualified opportunity targets. • Engage with prospects to understand their business needs and qualify leads based on predefined criteria. • Schedule meetings or demos between leads/prospects and the sales team to further discuss how our solutions can address their needs. • Track and report key performance metrics including activity levels, pipeline generation, conversion rates, and opportunity quality. • Collaborate closely with Sales, Marketing, Customer Success, and Channel Partners to maximize lead conversion and improve sales processes. • Provide regular updates on lead generation activities and progress to management. • Represent Blackline Safety at industry conferences, trade shows, and customer events as required.

• Refining the Go To Market processes using our tools to optimize Blackline Safety Sales Velocity, Revenue Potential, and Customers Retention. • Defining, building, and maintaining various data products and automations using a combination of tools such as Power BI, HubSpot, and Excel. • Designing and building controls in our different reporting and visualization tools focused on reducing revenue leakage and discrepancies. • Understanding business requirements in the BI context and design data models to change raw data into meaningful insights. • Designing and developing stunning BI solutions, from back-end components and processes to front-end user interaction/experience components/requirements using Power BI. • Assisting the business in identifying the measures and Key Performance Indicator (KPI) to drive business decisions. • Converting business requirements into technical specifications and determining the timeline to complete. • Monitoring, measuring, and analyzing the performance of the different Go To Market functions from different angles to better understand the different drivers and arm our stakeholders to better meet/over-achieve market goals. • Analyzing different datasets to provide statistics and benchmarks that can be used to better understand the trajectory of our business and areas for improvement, providing data-driven insight. • Owning the end-to-end commissions process from design to execution. • Working closely with Go To Market leaders to quantify market opportunities and assist in allocating and planning resources to maximize sales results and meet targets. Assist in the management and measuring of sales campaigns. • Driving the annual sales planning process partnering with your sales leaders, including account tiering and assignment, and quota development and deployment. • Working closely with Go To Market leaders and Finance to have a cross-functional alignment when it comes to Revenue Reporting and Forecasting. • Working cross-functionally in different strategic initiatives as they arise.

• Lead, coach, and develop a team of software and QA automation developers • Foster a culture of accountability, psychological safety, continuous improvement, and technical excellence • Support hiring, onboarding, and team growth in partnership with leadership and People Operations • Own delivery outcomes for your team, ensuring commitments are met with high quality and predictable timelines • Translate architecture and design into clear technical execution plans • Provide technical guidance and architectural oversight without being a bottleneck • Champion effective agile practices (Scrum, Kanban, or hybrid) and continuous delivery • Communicate progress, risks, and outcomes clearly to stakeholders and leadership

• Develop and maintain relationships with prospective and existing clients to expand business opportunities within the assigned region. • Identify, qualify, and secure new clients through networking, cold calling, and targeted market outreach. • Develop and implement regional sales strategies that align with organizational objectives and market potential. • Apply in-depth product and industry knowledge to match customer needs with effective solutions. • Prepare and deliver client proposals, quotes, and bid specifications, ensuring alignment with company policies and pricing models. • Negotiate pricing, terms of sale, and service agreements to close deals and foster long-term partnerships. • Collaborate with internal departments including Purchasing, Operations, and Finance to ensure accurate order processing, timely delivery, and customer satisfaction. • Maintain up-to-date records of sales activities, forecasts, account plans, and performance metrics in CRM systems. • Provide regular updates and reports on regional performance, market trends, and competitive activities to management. • Represent the company at industry events, trade shows, and customer meetings to promote brand awareness and product capability. • Perform other duties as assigned to support business objectives and team success.

• Develop and refine architecture blueprints, outlining a roadmap for incremental enhancements at solution, technical, methodological, and organizational levels. • Collaborate closely with other software leaders to drive continuous progress towards project goals. • Offer guidance to technology teams on best practices to streamline delivery times, reduce integration and operational risks, and ensure ongoing reduction of technical debt. • Contribute to strategic decision-making by fostering collaborative relationships with stakeholders to understand business, product, and technology needs. • Ensure alignment of business and technical stakeholders with architectural directions. • Partner with leaders across the company to align and address longer-term architectural goals and priorities. • Developing scalable, high-quality microservices in a cross-functional environment. • Providing technical leadership to the scrum team(s). • Leading new product technical evaluations. • Driving adoption of AI tools and processes to help automate the software development process.

• Develop and maintain relationships with prospective and existing clients to expand business opportunities within the assigned region. • Identify, qualify, and secure new clients through networking, cold calling, and targeted market outreach. • Develop and implement regional sales strategies that align with organizational objectives and market potential. • Apply in-depth product and industry knowledge to match customer needs with effective solutions. • Prepare and deliver client proposals, quotes, and bid specifications, ensuring alignment with company policies and pricing models. • Negotiate pricing, terms of sale, and service agreements to close deals and foster long-term partnerships. • Collaborate with internal departments including Purchasing, Operations, and Finance to ensure accurate order processing, timely delivery, and customer satisfaction. • Maintain up-to-date records of sales activities, forecasts, account plans, and performance metrics in CRM systems. • Provide regular updates and reports on regional performance, market trends, and competitive activities to management. • Represent the company at industry events, trade shows, and customer meetings to promote brand awareness and product capability. • Perform other duties as assigned to support business objectives and team success.

Our team at Blackline Safety is growing! As a people-driven technology company, with a mission to make sure every worker returns home safely, we drive innovation, practice resiliency, demonstrate leadership, go the extra mile for our customers, and empower our people to be their best. As a Data Engineer, you’ll help expand, optimize, and maintain data pipelines and infrastructure that power our IoT-enabled safety ecosystem. You’ll work with large, real-time and batch datasets from devices across the globe — ensuring our systems are scalable, secure, and delivering accurate, timely data to the teams who need it. Responsibilities: - Design, build, and maintain scalable data pipelines (batch and real-time) using modern cloud tools. - Partner closely with product and engineering teams to deliver data-driven features and services that support our safety mission. - Support our existing ETL/ELT processes, data lake, data warehouse, and data lakehouse environments. - Ensure data quality, reliability, and observability through robust monitoring, alerting, and documentation practices. - Participate actively in architectural discussions and contribute to the long-term strategy of our data platform. Who are you? - You’re a pragmatic builder and problem-solver who’s passionate about enabling better decisions through data. - You understand that clean architecture and thorough documentation are essential, not optional. - You work well in agile teams and enjoy collaborating with product, engineering, and analytics partners. - You have opinions on data modeling, enjoy the challenge of working with event-driven architectures, and are comfortable switching between SQL, Python, Java, Scala and a variety of AWS services. - You have embraced AI-assisted development as a core part of your workflow — leveraging agentic tools such as Claude Code, Amazon Q Developer, and GitHub Copilot to accelerate delivery, reduce toil, and maintain higher standards of code quality. About You - Degree in Computing Science, Data Engineering, Information Technology, or related discipline. - 3 years of experience in a Data Engineer role. Technical Skills: - Experience with event-driven architecture and related technologies (e.g., Apache Kafka, Amazon MSK). - Familiarity with Infrastructure as Code (IaC) and CI/CD best practices in multi-environment deployment workflows, including hands-on experience with Terraform and GitHub Actions. - Experience with monitoring and alerting platforms such as CloudWatch, Datadog, or PagerDuty. - Hands-on experience with ETL/ELT and orchestration tools, including AWS Glue Studio, Matillion, and AWS Step Functions. - Proficiency with AWS data services: Redshift, EMR, S3, Lambda, Kinesis, and MSK. - Strong proficiency in SQL, Python, Java, and/or Scala. Nice to Have: - Experience with additional big data technologies such as BigQuery, Snowflake, Microsoft Fabric, Hive, Hadoop, Apache Flink, or Apache Spark. - Familiarity with BI and analytics tools, including Power BI and Amazon Quick. - Experience supporting data science teams with the infrastructure, tooling, and model-serving pipelines they need. - Familiarity with AI/ML services on AWS, including Amazon Bedrock, SageMaker, or Strands, and an understanding of how data engineering work underpins model training and inference workflows. - Comfort working alongside data scientists to help productionize models, ensure training data quality, and build reliable data feeds for analytical and predictive use cases.

• Develop and execute strategic sales plans for assigned markets, named accounts, and new market sectors • Generate net new opportunities directly with end-users contributing to sales funnel growth in support of sales quota achievement • Utilize a comprehensive Sales Process to understand the clients’ criteria and articulate this to internal stakeholders • Ability to sell our complete service offerings as solutions that match client needs. • Use Blackline’s significant resources to strategically initiate, manage, and develop customer relationships • Lead or develop solutions and promote the Company's service value proposition to differentiate Blackline from competitors and provide increased value to customers. • Ability to drive each element of the services sales cycle, including prospecting initiatives, proposals, RFP responses, and closing sales • Develop effective, creative, and customized proposals and presentations to bundle service offerings that effectively convey the Company's capabilities

Our team at Blackline Safety is growing! As a people-driven technology company, with a mission to make sure every worker returns home safely, we drive innovation, practice resiliency, demonstrate leadership, go the extra mile for our customers, and empower our people to be their best. The Regional Sales Manager will sell and provide guidance about products, services and accessories required from the Blackline Safety catalogue by distributors and customers Responsibilities: - Develops and maintains relationships with potential and existing clients in the technical and scientific wholesale and manufacturing fields. - Identifies and locates new clients through a variety of methods, including networking and cold calls. - Develops and implements strategies for sales in an assigned region or industry. - Applies knowledge of the field and product features to match products to the needs of clients. - Answers inquiries from clients concerning products, their uses, and the industry at large. - Provides information, quotes, credit terms, and other bid specifications to clients. - Negotiates prices, terms of sales, and/or service agreements; prepares contracts and submits orders. - Collaborates with purchasing departments, managers, and other staff to confirm that orders are processed with accuracy and efficiency and that products are distributed properly. - Periodically prepares and reports results, status of accounts, and leads to manager. - Performs other duties as assigned. Skills & Qualifications: - Excellent verbal and written communication skills. - Excellent sales and negotiation skills. - Thorough understanding of technical or scientific products to be sold. - Organized with attention to detail. - Proven ability to build and maintain relationships with clients. - Proficient with Microsoft Office Suite or related software. - Previous experience with gas detection sales or support services is an asset About Blackline Safety Blackline Safety is a world leader in the development and manufacturing of wirelessly connected safety products. We offer the broadest and most complete portfolio available in the industry. Our products are designed to save lives and we monitor personnel working alone in populated areas, complex indoor facilities, and the remote reaches of our planet. Blackline’s products are used to keep people safe in the event of falls, missed check-ins, man-downs, and exposure to explosive or toxic gas. Our design, development, sales, marketing, support, and production are all performed in-house at our headquarters in Calgary, AB. Blackline Safety is a publicly-traded company (TSX: BLN). To learn more about our company visit www.blacklinesafety.com Blackline Safety is powered by the diversity of our talented employees. We are an equal opportunity employer. We consider all applicants, regardless of age, religion, race, color, ancestry, gender, gender identity or expression, disability, national origin, race, or sexual orientation. We enthusiastically encourage all individuals to apply for positions that fit their passions. Disclaimer: Please be advised that Blackline Safety does not request payment or personal financial information at any stage of the recruitment process. Be cautious of any unsolicited job offers or communications that appear suspicious.

Our team at Blackline Safety is growing! As a people-driven technology company, with a mission to make sure every worker returns home safely, we drive innovation, practice resiliency, demonstrate leadership, go the extra mile for our customers, and empower our people to be their best. The Regional Sales Manager will sell and provide guidance about products, services and accessories required from the Blackline Safety catalogue by distributors and customers Responsibilities: - Develops and maintains relationships with potential and existing clients in the technical and scientific wholesale and manufacturing fields. - Identifies and locates new clients through a variety of methods, including networking and cold calls. - Develops and implements strategies for sales in an assigned region or industry. - Applies knowledge of the field and product features to match products to the needs of clients. - Answers inquiries from clients concerning products, their uses, and the industry at large. - Provides information, quotes, credit terms, and other bid specifications to clients. - Negotiates prices, terms of sales, and/or service agreements; prepares contracts and submits orders. - Collaborates with purchasing departments, managers, and other staff to confirm that orders are processed with accuracy and efficiency and that products are distributed properly. - Periodically prepares and reports results, status of accounts, and leads to manager. - Performs other duties as assigned. Skills & Qualifications: - Excellent verbal and written communication skills. - Excellent sales and negotiation skills. - Thorough understanding of technical or scientific products to be sold. - Organized with attention to detail. - Proven ability to build and maintain relationships with clients. - Proficient with Microsoft Office Suite or related software. - Previous experience with gas detection sales or support services is an asset About Blackline Safety Blackline Safety is a world leader in the development and manufacturing of wirelessly connected safety products. We offer the broadest and most complete portfolio available in the industry. Our products are designed to save lives and we monitor personnel working alone in populated areas, complex indoor facilities, and the remote reaches of our planet. Blackline’s products are used to keep people safe in the event of falls, missed check-ins, man-downs, and exposure to explosive or toxic gas. Our design, development, sales, marketing, support, and production are all performed in-house at our headquarters in Calgary, AB. Blackline Safety is a publicly-traded company (TSX: BLN). To learn more about our company visit www.blacklinesafety.com Blackline Safety is powered by the diversity of our talented employees. We are an equal opportunity employer. We consider all applicants, regardless of age, religion, race, color, ancestry, gender, gender identity or expression, disability, national origin, race, or sexual orientation. We enthusiastically encourage all individuals to apply for positions that fit their passions. Disclaimer: Please be advised that Blackline Safety does not request payment or personal financial information at any stage of the recruitment process. Be cautious of any unsolicited job offers or communications that appear suspicious.