• Drive outbound prospecting through email, phone, social (LinkedIn), and inbound follow-up to generate qualified meetings for the AE team. • Execute targeted cadences that combine personalization and scale; own the top of funnel for assigned segments. • Qualify deals against MEDDPICC , build and maintain a healthy pipeline, and pass consistently high-quality opportunities to AEs. • Hit weekly / monthly activity and pipeline targets (calls, emails, meetings, SQLs). • Use CRM and sales engagement tools (Salesforce / Unify / Apollo / LinkedIn Sales Navigator) to track activity and report on funnel metrics. • Collaborate with Marketing to test and optimize messaging, campaigns, and inbound conversion flows. • Be the voice of the customer — share insights about buyer pain points, competitive signals, and feature requests to Product and GTM teams. • Help evolve playbooks and onboarding materials for future SDR hires.

• Lead, mentor, and develop a team of 8-10 Business Development Managers focused on small business retail partner acquisition • Set clear performance expectations, KPIs, and accountability measures for the team • Conduct regular one-on-ones, performance reviews, and provide ongoing coaching • Drive team motivation and maintain high performance standards in a fast-paced environment • Collaborate with HR on hiring, onboarding, and talent development initiatives • Develop and execute comprehensive strategies for small business retail partner acquisition • Evaluate the competitive landscape, identify strategic partnership opportunities in SMB sector • Establish and maintain relationships with key industry stakeholders and decision-makers • Support BDMs in closing high-priority or challenging opportunities • Lead presentations and proposals for retail partnerships • Monitor individual and team KPIs and expenditures to promote the highest ROI sales activities • Manage, update, and maintain the sales pipeline through our CRM • Ensure seamless transitions to account management teams • Collaborate with cross-functional teams including Marketing, Revenue Operations, and Product • Report on team performance, pipeline health, and market insights to sales leadership

Title: Philanthropy Officer Location: Chapel Hill NC United States Hours per week 40 Hiring Range$73,350 - $84,187 Position Information Be a Tar Heel! A global higher education leader in innovative teaching, research and public service, the University of North Carolina at Chapel Hill consistently ranks as one of the nation’s top public universities. Known for its beautiful campus, world-class medical care, commitment to the arts and top athletic programs, Carolina is an ideal place to teach, work and learn. One of the best college towns and best places to live in the United States, Chapel Hill has diverse social, cultural, recreation and professional opportunities that span the campus and community. University employees can choose from a wide range of professional training opportunities for career growth, skill development and lifelong learning and enjoy exclusive perks for numerous retail, restaurant and performing arts discounts, savings on local child care centers and special rates on select campus events. UNC-Chapel Hill offers full-time employees a comprehensive benefits package, paid leave, and a variety of health, life and retirement plans and additional programs that support a healthy work/life balance. Primary Purpose of Organizational Unit University Development’s purpose is to support the mission of the university by raising private resources to enhance financial support for students, faculty, programs, and facilities. University Development provides leadership and centralized services to all development offices throughout the University, serving as a focal point for annual giving, application development and IT support; campaign management; constituent programs; corporate and foundation relations; donor relations; gift planning; gift services; industry relations; marketing/communications; parents giving; principal gifts; prospect management, research and analytics; regional programs; scholarships and student aid; talent management; university events; and volunteer engagement. Carolina Development is proud of its donor-centered philosophy, pursuing activities that always respect the interests and intentions of the donor as well as the University. The organization’s collaborative nature is a critical component to fulfilling our mission of raising private funds to benefit the university. This position may be eligible for a hybrid work arrangement that may include a partially remote work location, consistent with System Office policy. UNC Chapel Hill employees are generally required to reside within a reasonable commuting distance of their assigned duty station. Reporting to the Associate Vice Chancellor for Strategic Initiatives, the Philanthropy Officer will be an integral member of the Development team to support the Office Vice Chancellor for Research (OVCR). The Philanthropy Officer will assist in the development and execution of a strategic solicitation plan to meet fundraising goals and will cultivate and maintain relationships with prospective donors through in-person, virtual, and phone meetings, with a focus on securing donations and commitments of $5,000 or more and completing at least 150 face-to-face donor visits annually. The Philanthropy Officer will be responsible for developing and executing a leadership annual and major gift fundraising strategy to support the mission of research, along with any other appropriate research initiatives. In this role, the Philanthropy Officer will work collaboratively to identify, cultivate, solicit, and steward leadership and major gift prospects. Key responsibilities include managing a portfolio of alumni, faculty, staff, and supporters of UNC Research. The role emphasizes relationship-building and securing contributions through ongoing, personalized engagement. The Philanthropy Officer will also collaborate with other teams to foster long-term donor relationships and support key fundraising initiatives for university projects and campaigns that focus on research. Additionally, the position involves partnering with the Director and other key research faculty and staff to develop fundraising strategies and plans in alignment with research’s goals and the upcoming comprehensive capital campaign. Minimum Education and Experience Requirements Minimum of a bachelor’s degree required (or foreign degree equivalent) with related experience. For positions with responsibility for direct solicitation of gifts and funds, a minimum of 1 year of professional-level, direct solicitation/fundraising experience is required. Required Qualifications, Competencies, and Experience * Strong interpersonal, communication, and organizational skills. * Ability to work in a collaborative environment. * Ability to meet deadlines, and the ability to articulate persuasive messages effectively in writing and verbal presentations. * Proficiency in computer databases and word processing software. * Ability to travel and work evenings and weekends as necessary. Preferred Qualifications, Competencies, and Experience Ability to interact effectively in a comprehensive research university setting. Familiarity with the University’s academic and administrative offices and their functions; knowledge of and ability to tap resources within the University community. Fundraising experience and/or related and transferable skills.

• Partner Development: Support senior team members in collaborating with existing partners to improve the volume and quality of leads directed to the firm. • Strategic Engagement: Assist in organizing and coordinating webinars, online sessions, and offline meetings to educate and re-engage our partner network. • Performance Monitoring: Help track partner activity and performance using CRM data, assisting with reports and insights to identify improvement areas. • Network Expansion: Research potential international partners and actively support outreach and onboarding under supervision. • Operational Excellence: Maintain and update CRM records and assist with pipeline tracking using CRM and project management tools. • Brand Support: Support senior representatives in partner communications, meetings, and event preparation.