• Focus on in-person networking and cold calling strategically important customers in markets with high opportunity where a field presence is necessary to win. • Partner with generalist account owners and create relationships with key decision influencers, decision makers, and end users either within prospective customers or existing customers with no spend within CBFS. • Expand sales within existing customers without CBFS spend by presenting a portfolio of CBFS-specific solutions using a strategic pricing strategy. • Generate long-term profitability and revenue for ODP Business Solutions through acquisition of net-new high potential accounts by selling them portfolio of CBFS-specific solutions. • Grow share of wallet in existing high-pen customers by marketing new / alternative product offerings. • Analyze historic sales within customer and brainstorm potential add-ons (incl. engaging with generalist account owners). • Seek out and identify margin expansion opportunities within customers. • Proactively manage opportunities & forecast sales in existing customers. • Maintain customer info in ODP Business Solutions’ CRM. • Allocate time for review & reflection on successful customer interactions and lost sales for self-development and improvement. • Answering ad-hoc category-specific inquiries from generalist reps to educate and upskill generalists on their category of expertise. • Coordinate with relevant ODP Business Solutions sales support functions to price and quote.

• Execute targeted outbound prospecting via email, LinkedIn, phone, and events to build a pipeline of qualified fintech, payments, and sponsor banking prospects. • Identify and research prospects aligned with Coastal’s strategic growth goals, including embedded finance and BaaS opportunities. • Manage inbound lead qualification, ensuring timely follow-up and routing to the appropriate internal teams. • Conduct introductory discovery calls to assess strategic fit, business model alignment, regulatory considerations, and partnership potential. • Document key insights and qualification outcomes in CRM, maintaining high-quality data standards. • Partner with Business Development leadership and internal functions (Compliance, Risk, Product, Operations) to align prospect qualification with Coastal’s risk appetite and product capabilities. • Support preparation of materials for partner meetings and internal decision making. • Stay informed on industry trends in payments, fintech, embedded finance, and sponsor banking. • Represent Coastal at select industry events, meetups, and conferences to broaden awareness and build early relationships.

• Set-up meetings with key decision makers and influencers to identify, qualify, consult and close opportunities • Proactively target new accounts • Expand accounts once opened (new and existing) • Create and update Strategic Account Development Plans • Develop strong and strategic client relationships within target accounts • Consult and collaborate with internal service delivery teams within our lines of business to craft appropriate solutions that meet the unique business requirements of identified opportunities • Write proposals, develop presentations and draft SOWs as part of the sales process and cycle • Manage and track pipeline and opportunities via Red Nucleus’ opportunity management process • Lead pricing negotiations with clients to ensure all business sold meets profitability targets • Ensure a seamless transition from the sales process to the delivery team • Identify opportunities for other Red Nucleus business units to facilitate cross-selling • Provide direction and input towards targeted Marketing initiatives including attendance at key industry conferences.

• Systematically map the market to identify suppliers that match the business and technical requirements of our API, Native, and HB projects • Initiate selective, high-quality contact with potential partners; present our technical capabilities and business value effectively • Lead the communication process, negotiate commercial terms, and secure the signing of the partnership agreement • Ensure a seamless transfer of the signed partner to the Account Manager and Technical teams for onboarding and integration • Maintain accurate data and activity tracking in HubSpot CRM • Work closely with the BDM Lead to ensure targeted supply sources align with the department’s broader strategy