Emesent

• Develop and maintain strong relationships across the U.S. defense ecosystem. • Engage DoD end users, program offices, acquisition commands and prime contractors • Understand mission objectives, operational constraints and procurement priorities • Stay current on DoD modernisation initiatives, budget cycles and the competitive landscape • Identify where Emesent’s technology creates the most compelling operational value • Identify and develop new opportunities across defense services and agencies. • Prospect across Army, Navy, Air Force, Marines, SOCOM and relevant civilian agencies • Present mission-oriented value propositions that address real operational needs • Build compelling business cases that speak to safety, efficiency and long-term program success • Own the full federal sales cycle from first contact through contract award. • Qualify and advance opportunities through complex, multi-stakeholder procurement cycles • Conduct technical capability demonstrations and field evaluations • Support responses to RFIs and RFPs with compelling, well-structured proposals • Negotiate commercial terms within guidelines and navigate multi-phase acquisition processes • Partner with marketing, product, engineering and customer success to align solutions with DoD requirements • Bring customer feedback into product and roadmap conversations • Coordinate internal resources to support pilots, evaluations and deployments • Track pipeline status, key metrics and revenue forecasts for the DoD segment

• Partner closely with Sales to provide insights, guidance, and hands on support throughout the deal cycle • Review quotes for accuracy, product alignment, commercial compliance, and consistency with pricing and packaging rules • Meet regularly with the sales team to troubleshoot deal blockers, clarify quoting/licensing requirements, and support accelerated close outs • Act as an escalation point for complex deal structures, licensing configurations, product combinations, and contractual considerations • Ensure alignment and accuracy across HubSpot, PandaDoc, and quote documentation for a seamless handover to Finance and Delivery • Lead the optimisation of HubSpot to improve accuracy, data integrity, usability, and sales workflow efficiency • Maintain and enhance PandaDoc, ensuring templates, product catalogues, pricing, and approval workflows are accurate and up to date • Drive improvements across complementary sales systems, including quoting tools, product/licensing systems, and integration workflows • Identify automation opportunities (across HubSpot, PandaDoc, and adjacent tools) to streamline the quote to close process. • Ensure SKU structures, licensing rules, pricing tiers, and product bundling are correctly represented across all sales platforms • Analyse and improve end to end revenue processes to reduce friction and enhance scalability • Maintain documentation for revenue workflows, definitions, data standards, and quoting procedures. • Monitor funnel performance, deal velocity, conversion rates, and operational bottlenecks etc. • Provide clear recommendations to leadership and GTM teams that drive continuous operational improvement. • Uphold strong governance of CRM and quoting data through audits, reviews, and standardisation practices. • Build and maintain dashboards and reports that offer visibility into pipeline health, deal trends, and sales productivity • Analyse patterns in discounting, product usage, conversion behaviour, and sales team performance • Provide insights that improve forecasting accuracy and enable better commercial decision making