• Contacting various members of dealerships through cold calls, emails, video emails, and text messages to generate their interest in myKaarma • Leveraging data and usage reports for current myKaarma customers to identify new/upsell opportunities for these customers • Building relationships with counterparts in other departments i.e. Performance Management to cultivate leads and referrals in the current base of business • Leveraging Salesforce and other sales enablement tools to generate targeted lists of prospects • Creating appointments for qualified dealership personnel to attend live demonstrations that convey the value of myKaarma • Utilizing a consultative approach to determine the needs of prospects and overcoming objections • Collaborating with Product Consultant (PC) teams to ensure prospective clients attend product demonstrations • Constructing weekly reports to summarize the strategies and results for the week • Keeping accurate, up-to-date information about prospective clients • Maintaining a thorough knowledge of myKaarma as well as similar products offered by competitors

• Directs planning, research, and analysis of organization's objectives, long-range planning, business opportunities, and business development activities • Manages the preparation of winning proposals • Leads and facilitates win strategy development sessions with key decision makers and teammates that review the technical, management, teaming, past performance, and staffing components of efforts • Possesses the ability to drive /follow the Account Management and lead a Capture Process from Opportunity Positioning and Qualification through Proposal Development and Opportunity Closing • Develops internal and external partnerships, business plans and marketing • Leads the development of customer profiles, including customer needs, issues, desires, and biases • Collaborates with cross-functional teams to define, establish, and set growth strategies and goals to support the company's revenue goals, and directs the effort to reach them • Develops ways to seize growth opportunities • Confers with other Managers and Directors to ensure consistency in the organization's long-term planning • Evaluates the results of projects and financial feasibility • Analyzes budget and identifies organization's needs • Promotes organization in industry trade associations • Performs other duties as assigned

• Develop and execute a comprehensive United States Marine Corps (USMC) business strategy addressing near-term and emerging opportunities across Department of Defense (DoD) and Allied customers. • Define market segments, growth drivers, procurement pathways, and competitive positioning within the broader EW ecosystem. • Partner with the Product Management and Engineering teams to align customer needs with Silvus’ evolving portfolio of RF and networking technologies. • Maintain awareness of Force Design and related modernization initiatives to anticipate demand and guide long-term planning. • Establish and expand relationships with Program Offices, PEOs, and Prime Contractors active in the EW and spectrum-operations community. • Lead opportunity identification, qualification, and capture planning in collaboration with internal technical and program teams. • Represent Silvus at industry events, trade shows, and government forums to strengthen visibility within the USMC community. • Identify and pursue strategic alliances with OEMs, system integrators, and channel partners to accelerate market entry and solution adoption. • Evaluate and recommend business models and teaming strategies that maximize reach, speed to market, and return on investment. • Build a data-driven business plan and forecast that is aligned with corporate objectives. • Provide regular reporting to senior leadership on pipeline development, capture performance, and competitive insights. • Maintain accurate CRM records and adhere to company sales-management processes. • Perform other related duties of which the above are representative.

Role Description Smith.ai is looking for a Senior Manager, Business Development (BDR) to lead and scale our pipeline generation organization. This role will lead the BDR organization responsible for converting inbound demand and executing outbound prospecting programs that generate qualified pipeline for our Account Executives. You will manage a growing team that includes BDR managers, team leads, and individual contributors in place and ensure operational excellence, strong coaching, and consistent pipeline performance. - Scale the Inbound Pipeline Engine - Lead and develop the team responsible for qualifying and converting inbound demand. - Improve response times, qualification frameworks, and meeting conversion rates. - Establish performance expectations, coaching frameworks, and career development paths for BDR talent. - Monitor funnel metrics and identify opportunities to improve pipeline productivity and inbound conversion. - Partner with Marketing to maximize the effectiveness of inbound lead generation. - Execute and Scale Outbound Programs - Partner closely with outbound sales leadership to execute and refine Smith.ai’s outbound strategy. - Coach BDR teams on prospecting, messaging, and multi-channel outreach. - Own outbound meeting generation and pipeline targets while ensuring operational rigor across CRM and sales engagement tools. - Identify insights from prospect conversations and outreach activity to improve targeting and messaging. - Develop early-career sales professionals and create clear growth paths from BDR to Account Executive. Qualifications - You’re SMART – a quick learner, curious, and business-savvy with a strategic mindset. - You’re WIRED FOR GREATNESS – deeply motivated to achieve ambitious goals and develop others. - You ACT WITH URGENCY – move quickly, execute relentlessly, and get things done. - You’re HIGHLY COLLABORATIVE – bring no ego and believe great teams win together. Requirements - BDR Leadership Experience – a proven track record of managing and developing BDR teams in high-growth technology environments. - Organizational Leadership – experience managing team leads, managers, or multi-layer teams is strongly preferred. - Pipeline Generation Expertise – strong understanding of inbound lead management and outbound prospecting. - Coaching and Talent Development – demonstrated ability to develop early-career sales talent into high performers. - AI Fluent or AI Curious – understands how modern AI tools and sales technology can improve prospect research, personalization, workflow automation, and overall team productivity. - 5+ years of experience in BDR / SDR leadership roles. - Experience managing high-performing pipeline generation teams in SaaS or AI companies. - Prior quota-carrying sales experience preferred. - Experience selling to SMB customers is a plus. - Experience in growth-stage companies strongly preferred. Benefits - Fast-growing and dynamic startup environment. - Collaboration and innovative thinking valued. - Equal opportunity employer. - Diversity makes teams better.