• Identifies, develops, manages, and grows opportunities by proactively connecting through multiple channels with large prospects, sales leads, or customers in the transportation industry regarding new products that may be of interest. • Presents, proposes, negotiates, and closes new accounts using a consultative sales approach. • Establishes long-term business relationships with new and existing customers. • Develops comprehensive account strategies to win new business from new and existing accounts. • Goes deep and wide in an organization to develop contacts and advocates and gather information helpful for the sales process. • Applies interpersonal skills to influence and persuade stakeholders to achieve desired outcomes. • Partners with technology, development, and customer service teams to ensure end-to-end customer sales and satisfaction that result in new revenue growth. • Assists with coordinating the implementation, onboarding, and training processes at client sites, helps manage expectations, and cross-sells ancillary products and services. • Communicates regularly with Vice President, Sales to provide information on specific issues, sales, product information, and general economic concerns. • Keeps detailed sales forecasts of identified and proposed opportunities. • Remains proficient and knowledgeable on company’s products and services. • Prepares various reports for internal review including sales, pipeline status, activities, accomplishments, etc. • Maintains data integrity of CRM to ensure accurate reporting of activities, prospect engagement, and pipeline hygiene. • Travels as needed to attend meetings, conferences, and other events at least 20% of time. • Other duties as required.

• Own net-new outbound revenue generation for Hugo’s sales outsourcing services • Consistently hit and exceed a seven-figure annual quota • Build and execute strategic account plans across defined list of mid-market and enterprise accounts • Prospect and engage senior leaders across Sales, Revenue, Operations, and Customer Experience using multi-channel motions • Lead structured, high-quality discovery to uncover revenue, conversion, and sales delivery challenges • Own the entire sales cycle: qualification, solution design, pricing, negotiation, and contract close • Design tailored outsourcing solutions aligned to client goals and operational realities • Identify and close expansion and cross-sell opportunities when aligned with client needs • Develop deep expertise in hospitality, travel, and adjacent high-volume B2C verticals • Represent Hugo at industry conferences, events, and in-person meetings • Build credibility as a knowledgeable partner with a strong commercial point of view • Maintain accurate CRM hygiene, forecasting, and pipeline reporting

• Inbound Conversion: You will take high-intent inbound demo requests and convert them into paid users. • Problem Solving: You aren’t just selling software; you are selling a solution. • Client Success: You will own the relationship. Closing the deal is step one; checking in and keeping them happy is how we grow. • Total Access: You will work completely remotely, collaborating directly with everyone from the Founder to Engineering and Support.

• Leading the development and execution of marketing plans • Working with an international delivery team • Cultivating productive client relationships • Identifying changing client priorities • Combining analytical rigor with creative problem-solving • Negotiating contracts and fee arrangements • Developing and presenting strategic planning ideas • Identifying upselling opportunities • Ensuring client satisfaction and retention • Overseeing ongoing client project management • Navigating challenging client situations with solutions-oriented approach