• Rapidly respond to inbound leads and execute structured discovery to identify pain, priority, persona, and potential fit. • Qualify opportunities using a standardized framework aligned to MEDDPICC entry criteria. • Convert inbound inquiries into scheduled introductory meetings for the appropriate AE with clean, accurate notes and next steps. • Build and maintain targeted outbound lists across Refining, Petrochemicals and Polymers, and LNG. • Execute multi-channel outbound sequences: email, phone, LinkedIn, and industry event outreach. • Run account-based research to tailor outbound messaging to role, asset type, and value levers. • Partner with AEs to identify whitespace and accelerate penetration in named accounts and territories. • Align closely with the NAM AEs on territory plans, ideal customer profiles, and weekly pipeline priorities. • Participate in deal strategy discussions to understand value drivers and refine qualification criteria. • Provide feedback to Marketing on lead quality, campaign performance, and personas reached. • Maintain accurate lead, contact, activity, and meeting data within Salesforce. • Track conversion rates, outreach performance, and quality metrics. • Uphold disciplined execution standards, including weekly goals tied to meetings booked and qualified pipeline created.

• Responsible for generating sales pipelines through inbound and outbound activities. • Reaching out to potential customers via phone, video call, or on-site visits. • Analyzing and collecting current customer requirements. • Structuring and maintaining data in the CRM system (HubSpot). • Providing valuable input to the marketing team. • Attending trade shows and events to represent Shopware.

• Define and execute Shelby’s BD strategy across AI, media, and enterprise verticals. Shelby is built for decentralized as well as centralized systems. • Identify, negotiate, and close high-impact partnerships with protocols, storage providers, enterprises, and large ecosystem players. • Drive adoption of Shelby’s storage solutions by securing design partners, pilot customers, and lighthouse use cases. • Build a pipeline of opportunities, from strategic accounts to grassroots developer initiatives, balancing near-term wins with long-term ecosystem growth. • Work closely with product, engineering, and marketing to ensure commercial feedback informs roadmap, positioning, and technical priorities. • Lay the foundation for a future BD/growth organization as Shelby scales.

• Identify, prospect, and engage potential clients across mining, energy, environmental, government, and geospatial sectors. • Lead discovery calls, assess client needs, and develop tailored UAV and geophysical survey proposals. • Manage the full sales cycle, including forecasting, negotiation, and contract execution. • Collaborate with Project Managers to ensure smooth handoffs, scope alignment, and successful project delivery. • Maintain accurate CRM records, pipeline visibility, and sales reporting. • Build and nurture strong client relationships through consistent communication and follow-up. • Represent Rosor at trade shows, conferences, and client meetings to strengthen industry presence. • Provide market insights, competitor analysis, and feedback to support product and service innovation. • Uphold Rosor’s culture of professionalism, responsiveness, and client-first service.