• Build trusted relationships through direct communication with Veeva Sales, Finance, and Operations teams and with the Customer • Create and process subscription and renewals opportunities and quotes in a timely and accurate manner • Answer customer questions about the order process and provisioning status • Collect relevant documentation to close out opportunities • Daily navigation in a CRM system, including, but not limited to - creating opportunities, running reports, searching for current orders, and building quotes • Working on special projects, as needed • Act with urgency, integrity and a focus on the customer

• Own the end-to-end sales process from initial lead contact, to demo, discovery, navigating stakeholders and processes, and finally through agreement signing • Approach opportunities with curiosity and a desire to help their business succeed • Develop a strong pipeline via a combination of primarily inbound and select targeted outbound activities • Be the quarterback inside and out – manage the project with your customer and communicate with the various Northbeam groups to drive the opportunity • Appropriately qualify and determine customer fit and how to derive value from Northbeam’s product platform best • Manage the relationship with the customer and create a sense of partnership, and become a trusted advisor • Keep an organized deal pipeline in the CRM, keep track of the required data, and log activity as if you were running a business unit • Be the ongoing main point of contact for various customer-facing communications from initial sales calls through customer success • Represent the client perspective in internal workflows; collaborate with marketing, product, and engineering teams – call out interesting elements and help derive sales insights • Actively participate in industry events to increase the market presence of Northbeam throughout the industry • Be a true team player – share success stories, best practices, and talk through challenges openly

• Develop, own, and execute your business plan for the assigned territory • New business prospecting and development, including cold calling; scheduling and conducting client introductions, face to face client meetings • Preparing presentations, demonstrations, basic RFP and proposals • Protect existing accounts, increase revenue and profitability by upselling additional products and services and cross selling applicable Safe Fleet products • Communicate the Safe Fleet story and value proposition to customers • Review sales leads, pending orders and technology upgrades, and develop action plans to progress each cycle • Complete all weekly pipeline and activity reporting in accordance with Safe Fleet forecasting cadence • Actively contribute to usefulness of CRM; ensure information is updated daily on accounts in pipeline, maintain a record of all activities inside of each account and identify competitive information on accounts • Represent the company at networking functions, speaking engagements and other industry-related events • Keep pulse of ongoing market and competitor analysis to stay in tune with competitor activity and effectively communicate findings cross-functionally to sales peers and product management • Maintain knowledge of Safe Fleet products related to school bus • Establish and foster relationships with current and prospective customers through a variety of selling techniques.

• Develop, own, and execute your business plan for the assigned territory • New business prospecting and development, including cold calling; scheduling and conducting client introductions, face to face client meetings • Preparing presentations, demonstrations, basic RFP and proposals • Protect existing accounts, increase revenue and profitability by upselling additional products and services and cross selling applicable Safe Fleet products • Communicate the Safe Fleet story and value proposition to customers • Review sales leads, pending orders and technology upgrades, and develop action plans to progress each cycle • Complete all weekly pipeline and activity reporting in accordance with Safe Fleet forecasting cadence • Actively contribute to usefulness of CRM; ensure information is updated daily on accounts in pipeline, maintain a record of all activities inside of each account and identify competitive information on accounts • Represent the company at networking functions, speaking engagements and other industry-related events • Keep pulse of ongoing market and competitor analysis to stay in tune with competitor activity and effectively communicate findings cross-functionally to sales peers and product management • Maintain knowledge of Safe Fleet products related to school bus • Establish and foster relationships with current and prospective customers through a variety of selling techniques.