• Develop a pipeline of new leads across various channels both online and in-person. • Engage with potential customers, understand their pain points and explain how we can solve their needs. • Build, own and lead the full sales process, including opportunity identification, negotiation and closing of contracts, client retention, renewals and upselling. • Be the main contact for client satisfaction, coordinating efforts to provide the required customer support across different teams. • Work with other internal business and technology teams to design and deliver solutions in line with the client’s business needs. • Collaborate with our marketing and business teams to develop material and campaigns that help drive the sales process. • Develop new and improve established processes that lay the foundation for significant business expansion. • Build, cultivate, and manage long-term strategic relationships with C-level and key technical staff across Web3 and Fintech. • Maintain an internal database of clients, providing visibility on the sales pipeline.

• Make first contact with prospects via outbound and inbound and generate quality opportunities for the sales force. • Focus on customer acquisition, lead generation, and prospect management. • Research client business referrals, network, and web leads; provide prospective customers/clients with all services offered and additional presentations as needed, and work with clients to create solutions for their needs and consult throughout the sales process. • Generate pipeline for enterprise account executives through persistent, high-volume outreach and create customized messaging to drive qualified opportunities and account expansion. • Leverage a multi-channel outbound prospecting approach (outbound calling, email, LinkedIn Outreach etc.). • Cultivate value-driven conversations with Director and VP-level personas across complex cross-functional teams and consistently create compelling messaging and events to achieve meeting goals. • Develop a territory plan with AE and CSM based on account tier scoring to drive the highest ARR. • Proactively update activity metrics, meetings, SQO, and pipeline on a weekly basis. • Identify gaps between prospecting inputs and outputs. • Effectively execute high-impact trials and meet SLA requirements.

• Lead and grow Away From Home foodservice sales across the assigned territory, delivering new operator acquisition and incremental volume growth • Serve as Califia Farms foodservice brand representative and local market expert, ensuring strong brand presence and relevance across key channels • Execute targeted market and operator sales plans aligned to channel goals and strategic initiatives • Assess local market dynamics, including competitive activity and operator trends, and translate insights into territory performance improvement and quarterly planning • Prospect, develop, and sell to new foodservice operators within assigned markets, with a strong focus on café, bakery, breakfast, and other beverage-centric accounts • Participate in channel trade shows and local market events to generate qualified leads, support operator conversion, and strengthen market presence • Develop and maintain a new business pipeline, providing clear visibility into opportunity timing, expected volume, and overall impact • Maintain disciplined pipeline management, forecasting, and reporting using Salesforce and Power BI • Own and actively manage key performance metrics, including qualified leads, new account conversion rates, menu placements, and customer retention • Produce quarterly market and performance summaries highlighting sales activity, competitive trends, and volume contribution

• Penetrate assigned ESCO accounts and build new ESCO relationships to secure Aeroseal inclusion in active and planned performance contracting projects, with primary focus on commercial duct sealing • Develop trusted advisor credibility by educating ESCO teams on Aeroseal duct sealing benefits, building performance standards, and current and emerging energy codes relevant to project development • Lead high-level opportunity scoping, including site walk-throughs, limited auditing, and field work as appropriate, and translation of findings into executable project scopes in collaboration with estimating and project development • Own proposal outcomes for ESCO accounts, including executive summary creation, value narrative, and coordination of inputs, ensuring all submissions meet Aeroseal professional, brand, and quality standards • Drive internal deal reviews for pricing strategy alignment, margin targets, scope clarity, delivery feasibility, and accurate value representation, and enforce the proposal review and approval policy • Provide weekly updates to the Director of Sales for NA Commercial Sales on ESCO pipeline movement, proposal status, deal risk, and enablement needs, aligning on quarterly targets, resourcing gaps, and high-priority opportunities • Collaborate with the ESCO National Sales Lead on weekly activity planning, account plan reviews, and deal strategy • Partner with Project Developers and Field Operations and support teams to ensure post-sale execution quality, risk tracking, project success, and process feedback loops from field to proposal to close • Support Aeroseal's national ESCO tradeshow and thought leadership strategy, representing Aeroseal at key industry events and strengthening market credibility through public engagement and strategic messaging • Ensure Salesforce opportunities include clear commitment dates, stage movement, accurate risk assessments, and supporting notes. • Drive awareness and pull-through of additional Aeroseal solutions by identifying adjacencies within ESCO accounts and partnering internally to position the right line of business for each project • Maintain accurate forecasts, meeting minutes, account plans, and weekly activity reporting, with weekly targets for outreach, meetings, project inclusion milestones, and opportunity creation