• Identify Prospects: Proactively research and identify potential clients within the retail sector, including but not limited to brick-and-mortar stores, shopping centers, and commercial real estate developers. • Lead Generation: Develop and execute strategic initiatives to generate leads, including cold calling, networking events, industry conferences, and digital marketing campaigns. • Client Engagement: Build and nurture relationships with key decision-makers, understanding their business needs, challenges, and objectives. • Collaborate with internal teams to tailor solutions that address clients' specific requirements. • Solution Selling: Effectively communicate our value proposition and offerings to prospects, showcasing how our products and services can drive tangible business outcomes and ROI. • Pipeline Management: Manage the sales pipeline from lead generation to closure, ensuring timely follow-ups, accurate forecasting, and adherence to sales targets. • Negotiation and Closure: Lead negotiations, prepare proposals, and close deals in alignment with company objectives and pricing strategies. • Market Insights: Stay abreast of industry trends, competitor activities, and market dynamics to inform strategic decision-making and identify new business opportunities. • Cross-functional Collaboration: Collaborate closely with internal teams, including product development, marketing, and customer success, to drive alignment and ensure successful execution of client engagements.

• Responsible for achieving quarterly sales activity and lead generation targets • Conduct in-depth research on prospective clients to understand their operations, challenges, and the adoption of technology • Participate in strategic account planning and define territory strategies for maximum impact • Monitor competitors’ offerings, pricing, and market trends to effectively position WonderBotz • Engage with partners to co-develop opportunities and expand market reach • Assist marketing campaigns by providing feedback on messaging, content, and targeted accounts • Develop and qualify opportunities within our target enterprises • Follow a defined lead qualification process for inbound and outbound prospects • Prospect and identify key executives at target companies and lay the foundation for strong relationships • Build and execute a territory plan to prioritize outreach and prospecting • Create email content, send personalized emails to prospects, and follow up until lead maturity or disqualification • Manage, track, and report activities and results in CRM • Focus on a set of target accounts that meet sales qualification criteria • Work closely with our Sales team to set up meetings and build a healthy pipeline • Ensure a smooth lead handoff from the BDR team to Sales • Represent the company at industry events, conferences, and webinars • Monitor marketing campaigns, follow up on prospect engagement, and convert interest into qualified opportunities • Create and monitor deals created from events, marketing campaigns, inbounds, and sales efforts

• Bring a world-class solution to market and function as the initial face of AuditBoard • Generate new business opportunities to fuel AuditBoard’s growth • Leverage sales technology including Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, Orum and UserGems to build and manage pipeline • Make ~40-50+ outbound phone calls and 60+ outbound emails each day • Manage your named accounts, own your territory, and help maintain data integrity in Salesforce.com • Support marketing efforts by assisting in demand generation campaigns • Achieve, or exceed, weekly and monthly metrics including sales activities, meetings set, qualified leads, and new contacts prospected

• Prospect and engage automotive carriers, brokers, and logistics providers • Drive outbound activity (calls, emails, LinkedIn, referrals) daily • Lead discovery calls to understand carrier workflows and pain points • Position ICL’s solutions based on each prospect’s operational needs, priorities and readiness. • Set up demos, pilots, and value assessments with prospects • Build and maintain a strong pipeline of new carrier opportunities • Gather market feedback to help refine messaging, use cases and overall go-to-market approach. • Collaborate closely with product, development, and GTM leadership