• Deliver on individual/team sales and net margin targets • Develop and maintain relationships with advertisers • Develop data driven sales collateral, case studies, and custom ‘stories’ to translate benefits of Instacart’s platform to CPG advertisers business needs. • Lead annual planning and budgeting process with Fortune 100 accounts • Create data-backed proposals for up to multi-million dollar contracts for digital advertising • Partner with Internal teams such as: account management, analytics, product and engineering to shape the future of our product monetization strategy

• Conduct outreach to prospective clients leveraging multiple channels, including cold calling, emailing, and social media platforms, to drive engagement and secure sponsorship participation • Identify, pitch, and secure sponsorship opportunities while managing the full sales cycle for sponsorship packages • Maintain accurate records of all leads, communications, and updates in the CRM database • Conduct ongoing industry research to identify new leads, enhance conference content, and stay informed on market trends • Develop and maintain strong client relationships to support retention and identify new business opportunities • Demonstrate professionalism, strong product knowledge, and a solutions-oriented approach throughout all client interactions • Attend select conferences to support onsite relationship-building, execution, and client service • Collaborate with team members to share insights, optimize client engagement efforts, and drive collective results • Participate in regular team meetings to provide updates, exchange feedback, and contribute to ongoing process improvements

• Responsible for growing new, prospective Trimble Architecture, Engineering, Construction, and Owner (AECO) software accounts • Help grow current customer accounts as needed • Collaborate with Account Executives to discover customer needs, uncover pain points, and demonstrate specific Trimble products • Assist customers or prospects through their buying process • Find, research, develop, and close leads/prospects for a specific Trimble AECO software subscription product • Keep up with product information and enhancements, as well as industry updates • Build opportunity and pipeline through collaboration • Collaborate on research, development, and maintenance of long and short-range sales and territory plans • Closing sales and achieving sales targets (quota).

• Drive revenue growth and foster market expansion within assigned geographic territory. • Plan and execute a go-to-market strategy with input from cross-functional teams. • Facilitate collaborative selling opportunities with colleagues and peers. • Educate prospects through the evaluation and procurement journey. • Develop and execute a comprehensive sales plan aimed at surpassing predefined revenue targets. • Build and deliver tailored client presentations highlighting Granicus’ capabilities. • Oversee all aspects of sales activities within assigned territory. • Prepare and deliver quarterly business reviews to Sales Management.