Criteria Corp

• Deliver up to $700K+ in annual new business growth by employing both inbound and out-bound sales motions • Utilize insight and consultative selling techniques to identify the unique challenges faced by growing businesses, proposing tailored solutions with Criteria Corp’s platform. • Stay informed about market trends and adapt strategies based on industry insights. • Coach customers and build consensus around Criteria Corp’s solutions within their business. • Employ value and consultative selling to identify customer needs, develop value-added propositions, and generate proposals and pricing structures. • Create strategies with management to navigate potential obstacles in the sales process. • Establish relationships with decision-makers across various mid-market sectors. • Implement a targeted sales strategy to meet revenue goals through new business development with a focus on small businesses. • Collaborate with internal teams to address customer needs effectively. • Manage the full sales cycle, from initial outreach to negotiations and closing. • Keep the CRM updated with customer information for strategic planning.

• Design and manage large scale selection projects with clients. • Conduct job analysis/competency modeling. • Conduct local criterion-related validation studies. • Conduct transported validation studies. • Document project related work, job analyses, and validation studies, through project plans, presentation decks, and technical reports. • Make test battery and score range recommendations to meet clients’ selection needs. • Use statistical software to run analyses and interpret results. • Communicate with internal and external clients verbally and in writing. • Present results of analyses and project related work in a way that is easy to understand, so clients can clearly see the value of Criteria assessments. • Leverage AI in an ethical and productive way to provide greater value and deliver efficiencies where appropriate. • Additional duties as assigned.

• Own end-to-end renewal and expansion process within assigned enterprise accounts, driving GRR and NRR attainment. • Develop multithreaded relationships with senior stakeholders across HR, Talent, and Business Operations. • Identify whitespace and expansion opportunities across Criteria’s product suite (e.g., Interview Intelligence, Develop, Cognitive and EI Assessments). • Collaborate cross-functionally with Product, Customer Success, and Solutions teams to deliver customer outcomes and advocate for client needs. • Maintain accurate forecasting and pipeline hygiene within Salesforce; partner with leadership to ensure predictable revenue. • Lead business reviews, present ROI and usage insights, and negotiate renewals or upsells in collaboration with legal and finance.

• Conducting strategic account research to identify key decision-makers and business challenges. • Utilizing a multi-channel approach to engage and nurture potential customers, ensuring a seamless transition of Sales Qualified Leads (SQLs) to Sales Executives. • Promptly addressing prospect inquiries and effectively communicating Criteria’s solutions for their hiring challenges. • Achieving key performance indicators related to outbound activity and SQL generation. • Ensuring the integrity of data management and providing actionable market insights to the sales and marketing teams. • Maintaining a thorough understanding of Criteria’s product offerings to articulate their value proposition. • Following established lead management protocols and engaging in continuous learning. • Leveraging intent data to proactively target organizations with active buying signals and support Sales Executives with additional lead generation initiatives.