• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned moderate risk, moderate impact existing or potential customers or partners • Develop and communicate accurate sales forecasting on a real-time basis • Proactively initiate contact with potential customers, customers and partners on a regular basis to develop, maintain and expand business relationships. • Collaborate with all available company resources to develop and maintain pipeline • Take proactive measures to streamline and constantly improve account management and the sales process • Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration • Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls • Understanding of best practices and market trends, as well as customer and potential customers business and technical needs. • Pursue opportunities for company expansion and integration • Engage company specialist and support resources as needed to advance opportunities • Assist with determining the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response • Attend and actively contribute to trade shows; ensure customers or potential customers are participating in company marketing efforts to the best of their ability • Develop the closing plan for accounts; engage internal leadership as necessary to help lead negotiation and contracting process to ensure deal is closed on time, as forecasted

• Regularly meet, and often exceed, your monthly KPIs (net cards, gallons, revenue) • In tandem with your sales manager, develop a strategic plan for attacking your territory; both from a geographic and specific vertical segment perspective • Responsible for self-generating your own leads. WEX will support that effort, but you must be committed to finding your own business opportunities. • Quickly build a robust pipeline of fleet opportunities, and consistently add to it • Maintain accurate records in Salesforce • Be a proactive communicator regarding your work • Demonstrate exceptional discovery and presentation skills through superior product and competitive knowledge

• Build New Business Growth in New Markets: Proactively prospect and acquire new clients for our Teams and API products, building a foundation for exponential growth in the US market. • Land First Customers: Own the full sales cycle for early customers - from outbound prospecting and discovery through close - turning pilots and first deals into long‑term relationships. • Validate Use Cases & Messaging: Work directly with customers to validate product‑market fit, refine value propositions, and develop compelling use cases for each vertical. • Create Early GTM Playbooks: Partner with Sales, Marketing, and Product to document what works - ICPs, objections, pricing signals, and sales motions - to support future scaling. • Pipeline Creation From Scratch: Proactively generate and manage pipeline through cold outreach, personal networks, and targeted account strategies. • Product Evangelism: Run high‑impact demos and discovery sessions that clearly articulate Leonardo.Ai’s value for early adopters. • Cross‑Functional Collaboration: Act as the voice of early customers, feeding insights back to product, marketing, and engineering to shape roadmap and onboarding. • Market Intelligence: Track competitive activity, emerging trends, and customer feedback to position Leonardo.Ai as a category leader. • Process Building: Help define and improve early sales processes, CRM hygiene, and reporting as we scale in new markets.

• Prospect, develop, and close upsell and cross-sell opportunities and contract renewals. • Partner with EvenUp product and executive teams to develop and execute long-term success plans aligned with customer objectives and business outcomes. • Lead a portfolio of 5-10 key accounts, ensuring they receive personalized, high-touch support and strategic guidance. • Be present with clients at least once a week—build trust, understand evolving goals, and ensure alignment. • Advocate for customer needs internally, providing insights to Product, Finance, and Engineering to improve offerings and align on goals.