• Provide visionary leadership for the Proposal Team, setting strategic direction and actively contributing to content development, reviews, and production to ensure excellence in every submission. • Take full ownership of the proposal process from initial RFP analysis through final delivery, reducing the workload for cross-functional teams by managing all aspects of development, coordination, and submission. • Build and nurture a high-performing, collaborative team of proposal managers, writers, and content coordinators through mentorship, professional development, and a culture of continuous improvement. • Strategically allocate and manage proposal resources, balancing workloads, optimizing task assignments, and facilitating ongoing training to maximize team effectiveness. • Design, implement, and refine proposal processes, templates, and best practices to drive operational efficiency, enhance quality, and maintain a competitive edge. • Partner closely with Growth, Client Success, Operations, and subject matter experts to define compelling win themes, value propositions, and solution strategies that differentiate the organization in the marketplace. • Ensure all proposal submissions meet or exceed client requirements, adhere to company policies, and comply with industry standards, safeguarding organizational integrity and reputation.

• Partners with Sales and Solutions Engineering pre-contract to advise customers on DFR site feasibility, dock placement considerations, and launch requirements. • Consults with customers on site readiness requirements including power, networking, mounting locations, airspace considerations, and environmental factors. • Guides customers through regulatory and administrative readiness, including waiver requirements and operational approvals. • Acts as the primary point of coordination from contract close through launch readiness. • Owns the customer readiness timeline from contract execution through dock shipment, deployment, training, and launch. • Ensures all prerequisites for deployment are completed prior to dock shipment, including site readiness verification and customer preparedness. • Coordinates internally with Deployment Engineering to schedule dock installations and ensure on-site readiness. • Ensures customer training is assigned, scheduled, and completed in alignment with deployment and launch plans. • Confirms successful dock delivery, installation, and readiness for operational flight. • Works closely with Customer Success to ensure a smooth handoff post-launch, with clear documentation of customer configuration and readiness status. • Coordinates with Product, Engineering, and Operations teams to resolve readiness blockers and escalate risks as needed. • Develops and maintains customer-specific DFR readiness plans and launch checklists.

• Own the full finance function, including management accounts, month-end close, and quarterly reporting • Lead budgeting, forecasting, and detailed variance analysis • Build, maintain, and continuously improve robust financial models • Deliver clear and insightful reporting to support strategic decision-making • Manage R&D tax credit claims with external advisors • Oversee EMI stock option schemes, valuations, and grant processes • Ensure compliance with financial regulations and reporting standards • Act as a key point of contact for investors on financial performance and reporting • Translate financial data into compelling narratives for stakeholders • Establish and optimise financial processes, controls, and reporting frameworks • Own cash flow management, working capital optimisation, and cost control strategies • Monitor SaaS metrics (e.g. ARR, MRR, CAC, LTV, churn) and provide actionable insights • Improve financial visibility across the business through dashboards and KPI tracking • Ensure scalability of finance systems, processes, and controls as the company grows • Oversee payroll processes via external providers, ensuring accuracy and compliance • Support headcount planning and workforce cost modelling • Collaborate on compensation structures, bonus schemes, and commission frameworks • Provide financial insight into hiring plans and organisational growth • Partner with cross-functional teams across the business to lead and deliver end-to-end recruitment operations • Ensure accurate financial data, contracts, and pricing are reflected in CRM systems (e.g. HubSpot) • Partner with commercial teams on pricing strategies and revenue optimisation • Analyse sales performance, pipeline data, and revenue forecasting • Improve alignment between finance and sales operations • Manage outsourced bookkeeping and payroll providers • Lead procurement and supplier management (software, rent, insurance, etc.) • Ensure operational efficiency, cost discipline, and contract optimisation

• Engage with warm leads and turn them into confirmed bookings • Build and maintain strong relationships with clients throughout the sales journey • Understand customer needs and recommend suitable cleaning services • Keep accurate records in the CRM system • Consistently achieve and exceed monthly sales targets