• Establish and expand network of new prospects in targeted markets • Cultivate customer relationships that will translate into being chosen as the successful trusted advisor • Maintain customer relationship responsibility and accountability • Strategically identify, pre-qualify and connect with C-level decision makers to develop opportunities • Formulate successful strategies to increases sales activities and ensure annual goals are attained • Develop and execute advisory and solution-based sales strategies • Successfully develop, organize, strategically position, prepare and deliver winning proposals and presentations related to advisory services and software solutions • Assume overall responsibility for the development of preliminary and final proposals/presentations • Develop marketing collateral (case studies, references, client quotes, etc.) • Provide relationship management of accounts • Work with the Ameresco Asset Sustainability Group software development team • Continually improve the scope and scale of offerings • Aid in the research and development functions for ASG • Maintain diligence with tracking sales information using Ameresco SalesForce • Perform other duties as required.

• Meet or exceed monthly and quarterly quota targets for qualified sales meetings to include but not limited to meetings completed, pipeline per BDR attainment goals • Build and execute a territory plan aligned with your assigned Field Sales partners • Generate pipeline through a mix of inbound lead qualification and strategic outbound prospecting • Maintain a clean, accurate, and current Salesforce pipeline to support forecasting and revenue visibility • Consistently engage government leaders with compelling, relevant messaging that reflects Granicus’ differentiated platform value • Own inbound lead follow-up by immediately contacting, qualifying, and nurturing marketing-generated leads and website inquiries • Proactively identify, research, and engage target accounts and key stakeholders through phone, email, and multi-touch outreach • Demonstrate strong cold-calling discipline, confidently initiating conversations with Directors, Executives, and C-suite leaders. • Partner with Account Executives to: Build and maintain territory and account plans • Align messaging, timing, and target personas • Generate qualified discovery meetings that convert into sales opportunities and pipeline • Participate in marketing programs, campaigns, and events to support funnel creation (may include outbound event promotion or attendance) • Effectively plan and manage daily and weekly outreach activity to ensure timely follow-up and coverage • Maintain detailed and accurate records of all activities, contacts, and accounts in Salesforce • Continuously develop knowledge of: Granicus products and platform capabilities • GovTech industry trends • Competitive landscape and differentiation • Participate in regional sales meetings, team calls, and enablement sessions to continuously improve performance

Role Overview The Business Development Manager plays a vital role in generating new business opportunities within the InReach convenience solutions segment. This sales role supports the sales process by identifying leads, qualifying prospects, and engaging potential clients through structured outreach and value-driven communication. The Business Development Manager focuses on smaller, transactional deals with short sales cycles and collaborates with internal teams to ensure alignment with client needs and business goals. Remote role with local travel. Preferred hire resides in Seattle, WA area. Incentives Commission plan, vehicle allowance What You'll Do - Research and identify prospective clients using CRM, social media, in the field territory planning and sales intelligence tools. - Execute outbound call and email campaigns to introduce Sodexo’s InReach convenience solutions offerings. - Build relationships with key contacts to nurture opportunities and establish trust. - Maintain accurate and up-to-date records in CRM to track activities, engagement, and lead status to maintain deal momentum. Leverage CRM dashboards to prioritize high-potential opportunities and flag aging deals for action or re-engagement. Align pipeline activities with target revenue goals, providing insights into deal velocity and probability to close. - Follow-up on inbound marketing campaigns and outbound prospecting activities to advance them through the sales funnel. - Actively support the conversion of qualified opportunities into closed-won deals by ensuring timely proposal delivery and pricing support. - Lead the preparation of basic proposal materials and client-facing presentations. - Develop a foundational understanding of Sodexo’s Convenience Solutions services. - Stay informed on basic industry trends and competitor activity to support conversations with prospects. What We Offer Compensation is fair and equitable, partially determined by a candidate's education level or years of relevant experience. Salary offers are based on a candidate's specific criteria, like experience, skills, education, and training. Sodexo offers a comprehensive benefits package that may include: - Medical, Dental, Vision Care and Wellness Programs - 401(k) Plan with Matching Contributions - Paid Time Off and Company Holidays - Career Growth Opportunities and Tuition Reimbursement More extensive information is provided to new employees upon hire. What You Bring - Demonstrated success in sales. Preferrable in food services, hospitality, or convenience solutions. - Proficiency in conveying product details and negotiating contracts with clients. - Expertise in building and nurturing strong client relationships. - Experience successfully closing deals with top-tier clients, resulting in a growth in client base. - Ability to thrive in a fast-paced environment. - Ability to adapt to market changes and implemented new sales strategies. - A hunter mindset. - Experience managing and developing sales pipelines. - Ability to develop a robust pipeline that contributes to an increase in lead conversion rates. - Working knowledge and experience using Salesforce or a similar CRM Who We Are At Sodexo, our purpose is to create a better everyday for everyone and build a better life for all. We believe in improving the quality of life for those we serve and contributing to the economic, social, and environmental progress in the communities where we operate. Sodexo partners with clients to provide a truly memorable experience for both customers and employees alike. We do this by providing food service, catering, facilities management, and other integrated solutions worldwide. Our company values you for you; you will be treated fairly and with respect, and you can be yourself. You will have your ideas count and your opinions heard because we can be a stronger team when you’re happy at work. This is why we embrace diversity and inclusion as core values, fostering an environment where all employees are valued and respected. We are committed to providing equal employment opportunities to individuals regardless of race, color, religion, national origin, age, sex, gender identity, pregnancy, disability, sexual orientation, military status, protected veteran status, or any other characteristic protected by applicable federal, state, or local law. If you need assistance with the application process, please complete this form. Qualifications & Requirements Minimum Education Requirement - Bachelor’s Degree or equivalent experienceMinimum Management Experience - 3 years Minimum Functional Experience - 3 years

Who we are: Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers – from Fortune 500 enterprises to small businesses – across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Visit gomotive.com to learn more. We are seeking a Partnership and Business Development Leader with a rare combination of deep domain expertise in payment systems and relentless intellectual curiosity to apply it to a new industry: the physical economy. This role is for someone who doesn't just understand the mechanics of money flow, but can truly see the matrix: from the moment a card is swiped or tapped to the intricate dance of backend software, processors, and issuers, including how costs and profits are distributed across the different players in the value chain. We need you to take that foundational knowledge in credit card issuing and processing and deploy it as a force multiplier in business development discussions across the entire payments ecosystem. You will join a high-performing team, working directly with our Fuel Merchant Partnership lead who has already built a robust fuel merchant network. You will be a skilled and empathetic negotiator, focused on creating mutually beneficial partnerships by expertly balancing the right "gives and gets" for long-term success. Beyond the boardroom, you possess the energy and intellectual horsepower to master the complex world of fleet fuel, EV charging, and non-fuel purchases across varying global landscapes, starting with North America and Europe. If you are driven by the opportunity to continuously learn, broaden your experience, and apply your strategic mind to redefine an industry, this is your next career step. This role will reside in the Product Partnership organization that rolls up to the Chief Product Officer. This is not a quota carrying position, but rather will be measured by achievement of the business objectives we define that will unlock new markets and financial services opportunities for Motive. What You'll Do - Develop and execute a comprehensive partnership strategy that strengthens the Motive Card platform by identifying and engaging with key financial technology and infrastructure providers. - Lead new business development efforts to identify, negotiate, and secure strategic partnerships that drive value for all parties and accelerate the Motive Card roadmap. - Collaborate closely with our Product and Engineering teams to translate our partnership strategy into an actionable roadmap, ensuring seamless integration of new partner services. - Thoughtfully consider how to align the Motive Card with the fuel merchant landscape, including retail and bulk fueling networks, to optimize spending and enhance the customer experience. - Represent Motive externally, building deep relationships with senior leaders at potential partner organizations and negotiating business terms that support our long-term vision. - Support Motive sellers by providing them with the necessary tools and knowledge to effectively position the Motive Card and its partner ecosystem. - Present your point of view to internal cross-functional stakeholders to build consensus and influence the direction of our partnership program. What We're Looking For - A minimum of 8 years of experience in business development, strategic partnerships, or partner management. - Demonstrated experience in negotiating and managing complex partnerships. - Proven understanding of the payments industry, including experience with card issuing, processors, acquirers, merchants, and payment networks. Understand the distribution of interchange, acquiring fees, etc across the retail ecosystem. retail fuel merchants or private fueling networks. - Experience with fuel merchant partnerships is a strong plus. - Proven ability to work collaboratively across product, sales, and engineering teams to drive alignment and execution. - An organizational bridge builder who knows how to quickly build momentum and influence without authority. - Strong strategic and analytical skills, with a track record of using data to inform decisions and investments. - A strong bias-to-action and tremendous work ethic. - Ability to travel in the U.S. and abroad. Travel is roughly 10-15%, typically to start partnerships then most coordination with partners can be remote. Pay Transparency Your compensation may be based on several factors, including education, work experience, and certifications. For certain roles, total compensation may include restricted stock units. Motive offers benefits including health, pharmacy, optical and dental care benefits, paid time off, sick time off, short term and long term disability coverage, life insurance as well as 401k contribution (all benefits are subject to eligibility requirements). Learn more about our benefits by visiting Motive Perks & Benefits. The compensation range for this position will depend on where you reside. For this role, the compensation range is: United States $170,000—$259,000 USD Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives. Please review our Candidate Privacy Notice here. UK Candidate Privacy Notice here. The applicant must be authorized to receive and access those commodities and technologies controlled under U.S. Export Administration Regulations. It is Motive's policy to require that employees be authorized to receive access to Motive products and technology.