• Work with customers across many industries and provide solutions that make an impact in their workplace • Develop and maintain relationship with new and existing customers • Prospect for new business and network for sales opportunities • Sell a unique, exciting product line that changes by the minute - completely based on customer needs and desires

• Own and run a fast-paced, high-volume sales cycle • Manage 50–80 opportunities when your pipeline is at full strength. • Run multiple calls per day across different deal stages. • Lead structured discovery and qualification, ending every meeting with clear next steps. • Respond quickly and professionally to inbound questions, follow-ups, and proposal requests. • Use templated proposals to move fast while managing more complex RFP responses with care. • Partner closely with your BDR and Solutions Engineer • Collaborate daily with your dedicated BDR on outbound strategy, sequencing, and pipeline creation. • Coach your BDR to improve meeting quality and funnel conversion. • Work with a shared SE to coordinate demos, technical sessions, and evaluations. • Guide inexperienced SaaS buyers through a clear, confident process • Help utilities understand how SaaS procurement works. • Bring procurement into the cycle early to avoid surprises. • Multithread across small stakeholder groups: operations, compliance, IT, procurement, finance. • Create structured buying paths that reduce complexity for first-time SaaS buyers. • Drive urgency, clarity, and deal progression • Hold alignment sessions, value discussions, and onsite workshops. • Leverage in-person meetings and “test drives” to accelerate late-stage opportunities. • Maintain impeccable CRM hygiene and forecast with accuracy.

• Own the full sales cycle: source leads, conduct demos, negotiate, close, and manage accounts • Identify and engage prospective automotive dealership clients • Build strong, long-term relationships with dealership decision makers • Manage a pipeline and consistently exceed sales targets • Collaborate with internal teams to ensure successful client onboarding and retention • Provide ongoing support and strategic guidance to client

• Own the full enterprise sales cycle: identify targets, work with Business Development to create demand, run discovery, build ROI, navigate procurement, and close enterprise agreements • Leverage your logistics network to generate high-quality meetings with enterprise shipping decision-makers (Transportation, Supply Chain, Ops, Logistics, DC/FC leaders) • Build and execute named-account plans (top enterprise shippers) and develop multi-threaded relationships across each org • Partner with internal stakeholders (Product/Ops/CS) to run pilots, prove value, and convert to long-term customers • Maintain clean pipeline hygiene in CRM and provide accurate forecasting • Represent ShipScience at relevant logistics and parcel/shipping events, typically 1-2/Qtr