• 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

• Completion of account visits as per daily Journey Plan • Ensure high levels of call compliance across your total account base • Ensure that you have the right range on the right shelf at the right price for our key brands across your region • Build strong trading relationships within all accounts • Maintain a comprehensive knowledge of your territory • Ensure distribution of Richmond brands within all accounts • Manage, expand and develop the customer call file across the region • Achievement of pre-determined quarterly objectives • Introduce new products to accounts • Maximize facings within all key areas instore • Placement and management of coolers and stands • Display building for all brands during key trading periods • Placement of Point-of-Sale material in appropriate accounts • Completion of DRIVE and brand audits in 100% of calls • Report any competitor activity deemed relevant • Adhere to all company policies and procedures • Maintain high standards of appearance, behavior and discipline • Adhere to performance appraisal procedures • Any other duties and responsibilities which management deem appropriate from time to time.