• Lead the complete defence sales cycle from prospecting and lead generation through to technical discussions, commercial negotiation and closing. • Maximise opportunity, revenue and profitability within the defence OEM business unit. • Identify, target and secure new defence OEM opportunities across the U.S. • Prepare commercial proposals, quotations and contracts aligned with business strategy. • Build strong relationships with procurement, engineering, project and operational stakeholders across defence programmes. • Understand customer technical requirements and collaborate closely with cross‑functional teams to deliver RFQs, prototypes and production milestones. • Maintain full technical competence to confidently discuss, assess and communicate engineering needs. • Act as an escalation point for risk, governance and customer change management. • Provide up‑to‑date market intelligence and customer insight to support strategic decision making. • Represent the business at defence exhibitions, industry events and customer visits. • Maintain accurate CRM data, forecasts and sales reporting. • Travel frequently across the U.S., with periodic travel to the company’s Mexico manufacturing facility.

As a Business Development Representative at Schoox you will be on the sales frontlines working to identify and qualify new business opportunities for and with your Account Executive(s). This is a critical role in our go-to-market organization. You’ll have the support of the entire Schoox family. This is an opportunity to join an ethical and inclusive organization that is committed to the success of its team members and customers. How You Will Impact Schoox - Expand our sales footprint by identifying and adding appropriate target contacts, based on our ideal customer profile, to outbound campaigns using ZoomInfo, LinkedIn Sales Navigator, Salesforce, Gong Engage, and other modern systems. - Maintain internal systems with accurate and timely data entry and notes.  - Qualify and convert inbound leads from demo requests, events, and marketing campaigns within a set of accounts you are actively pursuing. - Understand industry drivers and prospect pain points in learning management and talent development to educate, build relationships, generate interest in Schoox, and set up qualified meetings with your prospects via emails, calls, and LinkedIn. - Leveraging account data and intent signals, execute personalized outreach in partnership with sales and marketing leadership, in your territories to set up meetings for your AEs. - Exceed quarterly goals for sales accepted opportunities.

• Build and maintain relationships with key agency contacts, travel advisors, and partners • Support and lead webinars, trainings, and 1:1 advisor conversations • Assist in executing conference strategy (before, during, and after events) • Prospect and onboard new advisors • Create and contribute to sales materials (presentations, emails, toolkit content) • Use CRM tools (Hubspot) to manage outreach, workflows, and communications • Track performance and use data to inform next steps • Collaborate with marketing, product, and delivery teams • Identify challenges and help work toward solutions

• Generate new business through targeted outreach via phone, email, and social media, while managing and qualifying inbound leads • Build and maintain a strong pipeline with appropriate coverage to meet and exceed annual sales targets • Accurately forecast new business revenue and report projections to sales leadership on a consistent basis • Drive growth across both new business opportunities and expansion within newly acquired customers, helping clients scale their programs over time • Identify opportunities across a variety of buyer personas including but not limited to Marketing, Research, and HR Teams seeking scalable reward and payout solutions • Cultivate prospect relationships through personalized, value-driven communication — including marketing content, industry insights, and company news — to advance opportunities through the funnel • Consult with prospects on how rewards and incentives can drive engagement, participation, and loyalty across their programs • Deliver compelling product demonstrations that connect our solutions to each prospect's unique business challenges • Navigate organizations efficiently to identify and engage the right decision-makers • Partner with Marketing and SDR teams to plan and execute targeted outbound communication cadences, reviewing strategies with sales leadership prior to launch • Collaborate with the Account Management team to ensure smooth account handoffs and an exceptional customer onboarding experience • Attend trade shows to drive pipeline momentum (some travel required) • Surface objections with confidence, ask insightful discovery questions, and leverage business pain points to create urgency throughout the sales cycle • Maintain ownership of newly acquired customer relationships for up to two years, identifying opportunities for account expansion and increased program adoption • Become a subject matter expert on Blackhawk Network's product suite, staying current on enhancements and understanding how our solutions serve diverse industry use cases • Maintain exceptional CRM hygiene in Salesforce and Dynamics • Utilize our technology stack including Gong, Salesforce, Dynamics, and SalesLoft to manage pipeline, analyze sales conversations, and drive effective engagement • Share best practices across the team and actively contribute to a culture of continuous improvement