GoodShip

• Generate Pipeline and Own the Sales Cycle • Hunt for new business across the freight market, generate high-quality pipeline with shippers, carriers, brokers, and other enterprise logistics organizations, and take full ownership for converting outbound effort into closed-won revenue. • Drive Opportunities with Urgency and Discipline • Prospect consistently, qualify rigorously, create urgency with the right stakeholders, build compelling business cases, deliver tailored demos, and guide buyers through complex enterprise procurement cycles. • Sell Strategic Platform Value • Position GoodShip as a modern freight orchestration platform that helps enterprise teams improve transportation performance, uncover network opportunities, and make better decisions with data and AI. • Navigate Enterprise Buying Teams • Build relationships across Transportation, Logistics, Procurement, Finance, IT, and executive stakeholders to create urgency, align priorities, and move opportunities through enterprise decision-making processes. • Partner Cross-Functionally to Win Customers • Collaborate with Solutions, Product, Customer Success, and leadership to sharpen account strategy, validate customer needs, support clean handoffs, and set customers up for long-term success. • Bring Market Insight Back Into the Business • Translate prospect conversations, competitive dynamics, objections, and market feedback into actionable insights that influence GTM strategy, product priorities, and category positioning.

• Act as the technical lead in enterprise sales cycles, articulating GoodShip’s value through data and solution design • Lead tailored proof-of-concept (POC) implementations that demonstrate value and accelerate deal closure • Build technical solution designs aligned with prospect goals, and present them with confidence and clarity • Serve as the trusted advisor to prospects—helping them visualize their ideal future state with GoodShip • Manage handoffs from sales to implementation, ensuring zero momentum loss post-close • Translate pre-sale technical discovery into post-sale implementation roadmaps • Retain ownership of strategic accounts through onboarding to ensure value delivery • Develop reusable demo environments and POC frameworks that reduce friction in the sales cycle • Transform messy data into polished platform use cases during POCs • Perform rapid root-cause analysis to overcome technical objections • Implement data validation processes to showcase platform strength and reliability • Document technical requirements during sales to ensure successful downstream implementation

• Manage a hybrid team spanning software and data work. • Prioritize and align engineering projects and data requests across teams. • Build lightweight processes for visibility, accountability, and continuous improvement. • Strengthen data reliability and integrity to reinforce customer trust. • Own the GoodShip data pipeline, infrastructure and CI/CD pipeline, from an operational and strategic perspective. • Collaborate with other managers to shape engineering culture and standards.