• Responsible for the management and execution of the full BD life-cycle process across pursuits and proposals • Routinely build pipeline and advance winnable opportunities with the average size of $200M+ solicitation pursuits at various stages of the capture lifecycle primarily in the federal civilian mission and technology programs. • Engage the customer, shape future procurements, design a winning strategy, assist in developing a capture plan that implements the strategy and translates into win themes. • Ensure the voice of the customer is contained in the content throughout the capture process. • Plan, lead, execute BD activities to include: o Leading the development of a healthy pipeline of new winnable opportunities o Qualify and assess the “win-ability” of new opportunities and move them through the milestone process o Develop a plan for securing knowledge and understanding of the customer’s requirements, challenges, issues, and needs during the capture phase and lead solutioning/planning sessions with the capture team o Coordinate meetings with customers, competitors, clients, and teammates to develop market insight on requirements, acquisition strategy, acquisition timing, and contract vehicle choices o Lead milestone/gate reviews, black hat sessions, solution sessions, blue teams, and support proposal reviews o Lead the development and submission of white papers, RFI responses, and other customer engagement activities. o Apply KBR BD best practices to each pursuit, including customer engagement, solution and win theme development o Brief pipeline and opportunity status to senior management at specified milestones o Create winning solutions o Win large new business programs

• Schedule initial discovery calls for Financial Institutions / Financial Services Account Executives. • Develop relationships within financial institutions (mortgage companies, banks and credit unions). • Conduct research to identify potential prospects and work with sales team members to cultivate prospect lists. • Complete detailed research within targeted accounts to identify key contacts and critical account information. • Identify and target strategic new prospects that would accelerate territory growth. • Use identified customer challenges to prescribe relevant campaigns and events to drive engagement. • Meet or exceed assigned daily activity minimums of 50 outbound calls, 50 outbound emails per day and schedule 4 prospective client meetings per week. • Provide constructive feedback on how to improve effectiveness and efficiency within the BDR role to Sales Leadership. • Proactively learn Ncontracts product, competitive products, and market knowledge via website, online webinars, and other marketing information. • Become an expert in sales prospecting platforms and tools. • Manage data for new and prospective customers within CRM (Salesforce Lightening and High Velocity Sales). • Execute best sales practices and techniques as provided by management. • Ability to travel up to 15% for company events.

• Identify companies providing solar installation services to businesses and non-profits. • Present and integrate Sunstone's financing solutions into their sales processes. • Be a key point of contact for some of Sunstone's most important installer partners, helping them use our platform to its fullest extent and acting as a subject matter expert on solar and financing. • Identify opportunities for account expansion and increased product adoption, partnering closely with the entire account management to team to increase adoption of Sunstone's platform among solar installers. • Develop and drive Sunstone’s thought leadership—including webinars, best practices, and market insights—to deepen engagement with both new and existing partner contacts. • Create insights from a broader understanding of the solar industry and use them to assist Sunstone partners in the operation of their business.

• Proactively outbound to new prospects via phone, email, and LinkedIn (80+ calls/day as part of a multi-channel strategy) • Research target accounts to understand their structure, workflows, and potential compliance or operational pain points • Confidently navigate gatekeepers and engage decision-makers with clear, value-driven messaging • Run efficient discovery calls to qualify prospects on need, urgency, stakeholders, and buying process • Set 25–30+ high-quality SQL meetings per month that consistently convert into pipeline • Partner closely with Account Executives to ensure clean handoffs and strong meeting preparation • Maintain accurate activity, notes, and outcomes in HubSpot • Build and refine prospect lists using ZoomInfo, LinkedIn Sales Navigator, and other tools • Continuously test messaging, objection handling, and talk tracks to improve conversion rates